Software Pricing Director -- Cloud Provider, Telecom, Enterprise - Brocade - San Jose

Job description

The Software Pricing Director will lead the planning, development, and execution of the Company's global pricing strategies for Brocade's Software Businses Unit. The position requires a well-rounded individual who has a demonstrated ability to deliver results in a high growth, rapidly changing environment.



Responsibilities:

Optimize software pricing strategies for a variety of different markets (Cloud Provider, Telecom, Enterprise)

Identify products/segments where opportunity exists to maximize revenue and develop strategies to realize those opportunities.
Provide comprehensive research and analysis to support the development of packaging strategies that maximize software revenue.
Define and drive processes for pricing new offerings, defining customer and product segmentation models, quantifying variation in willingness to pay and improving price realization and negotiation outcomes across product lines and markets.
Develop scenario and tradeoff analyses based on competitor pricing models and value drivers.
Drive open view of option analysis for emerging software models in changing marketplace.
Engage key customers/prospects in both vetting new models and evolving existing ones to continue to meet market needs.
Engage cross-functional leaders in the development and socialization of new pricing strategies, including Sales, Marketing Product Management and Finance, collaborate with key stakeholders to ensure buy-in and successful implementation.
Define and monitor key metrics for implemented strategies and improve performance on an ongoing basis.
Develop pricing/discounting playbook for go-to-market, including channel strategies. Define appropriate operational requirements for implementing software pricing models.
Develop pricing package offerings with portfolio of SW offerings.
Establish and manage a process to ensure day-to-day pricing and licensing decisions are appropriately considered in light of the company's longer term strategy.
Develop and deliver pricing excellence capabilities, and strategic pricing initiatives.

Desired Skills and Experience

The ideal candidate must possess strong analytical, leadership and organization persuasion skills. The candidate must be able to work collaboratively with stakeholders across multiple functions, establishing and delivering optimal aligned pricing strategies that support the growth and margin targets of the business.

Bachelor's Degree required; MBA preferred
10+ years of pricing strategy experiences
Knowledge of software industry is a must
Experience with new industry pricing models desired
Experience with software platform offerings desired
Experience with Telco customers highly desired
Proven track record of leading and driving pricing efforts in the hi-tech industries, with demonstrated expertise in pricing/product strategies
Knowledge of GAAP-based revenue recognition rules
Exposure to open-source licensing implications as they relate to commerce
Strong interpersonal, presentation, communication and influencing skills, with the ability to build credible relationships with multiple functions
Strategic thinker able to gain a quick understanding of the product lines and business
Proven ability to lead through influence and drive change
Strong analytical and financial modeling skills, proficiency working in excel and database software
Strong project management, planning and organizational skills including the ability to handle multiple projects simultaneously in a fast paced environment

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