• Pricing Specialist

    Job ID
    2018-5110
    Category
    Technical/Engineering
    Job Location
    US-AZ-Phoenix
  • Overview

    Digital technology is no longer just another tool in the IT, marketing, sales or service toolbox to engage, inspire and attract customers. It is becoming the foundation of entirely new ways of doing business as well as giving rise to entirely new businesses. There could be 100 billion connected devices expected by 2025, leading towards a trillion sensor ecosystem. 1 billion digital natives are expected to join the workforce over the next 7 years. In a hyper-connected era of mobile, social, cloud, big data, and the Internet of Things, future growth will depend on platform business models.

     

    Axway (Euronext: AXW.PA) is a catalyst for transformation. With Axway AMPLIFY™, our cloud-enabled data integration and engagement platform, leading brands better anticipate, adapt and scale to meet ever-changing customer expectations. Our unified, API-first approach connects data from anywhere, fuels millions of apps and delivers real-time analytics to build customer experience networks. From idea to execution, we help make the future possible for more than 11,000 organizations in 100 countries. To learn more about Axway, visit www.axway.com.

     

    The Pricing Expert works cross-functionally to drive the execution of pricing policy and strategy for the whole products and solutions portfolio.

     

    Reporting to the pricing Manager, you will contribute to the Axway’s business model transformation from traditional License and Maintenance to Subscription.

     

    Operating as a single point of contact for sales in North America, you will be in charge of updating and maintaining the price book as well as, formalizing and harmonizing pricings coming from solution management and product management and enabling global sales teams through adhoc coaching, sales trainings and a pricing helpdesk.

     

    The ideal candidate must have good knowledge of the software industry business models and strong ability in turning complex pricing and catalog structures into simple sales materials. He or She has to be able to understand end-to-end value chain from pricing definition to its implementation in legal documents (licensing), Information Systems and the impacts this may have on revenue recognition (finance).

     

    You must have experience in leading complex cross-teams pricing project in a multi-cultural environment. You must excel at taking goals, objectives, and outcomes and transforming them into an executable plan working with the various subject matter experts and team leaders.

     

    The right person for this job should be autonomous, goal-driven and passionate about helping sales teams in hitting their targets.  You also must be able to adapt to very specific sales scenarios that are yet not taken into account by our pricing policy nor by the IS tools.

    Responsibilities

    Strategy:

    • Analyze competitors pricing
    • Setup harmonized and homogeneous pricing across numerous product lines
    • Elaborate pricing scenarios for each acquisition models (new business, repeat-sell, upsell, migration…)

    Execution:

    • Maintain price lists and sales materials
    • Drive pricing implementation in the information system
    • Train and enable sales teams 
    • Lead the pricing helpdesk to accelerate quotes creation and enforce current pricing policy

    Growth:

    • Pricing Governance
    • Win / Loss analysis
    • Constant pricing improvement

    Qualifications

    • At least a Bachelor's degree in Business, Finance, Economics or Marketing
    • Minimum of 5 years' experience in a related functional role, preferably in sales and marketing, pricing, finance, or related field in a B2B software environment
    • Good understanding of software industry business models, their evolutions and trends
    • Good understanding of sales scenarios and ability to adapt a pricing to those scenarios
    • Experience in deals reverse engineering of pricing
    • Experience working with cross-functional distributed teams
    • Familiar with Salesforce.com and CPQ tools
    • Excellent written and verbal communication skills
    • Excellent in making complex pricing concepts, easy to understand
    • Ability to adapt level of details in front of different audiences (customers, sales, Execs…)
    • A bias toward analytical decision making and attention to detail; collaborates without boundaries to ensure transparency into timelines, quality of delivery, exposure to risk, barriers to execution, business viability, and remediation plans
    • Advanced analytical experience with Excel a must
    • Strong negotiation, analysis, design, and implementation skills
    • Strong interpersonal and communication skills
    • Ability to work in a fast-paced environment
    • 5% travel is expected

    Axway is an AA and Equal Opportunity Employer

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