• Principal Product Manager, Offer Pricing

    Job ID
    2018-5231
    Category
    Product Management
    Job Location
    US-AZ-Phoenix
  • Overview

    Axway is a catalyst for transformation and a global leader in data flow governance. 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.

     

    We are seeking a Solution Manager for Offer Pricing to optimize the solution offer pricing and financial discipline to meet company financial goals. The person will be responsible for working with solution/product managers and cross function teams to standardize the pricing, conduct detailed financial analysis, implement pricing best practices and ensure adoption of value-based pricing across the solutions. This position reports to the Sr. Director of Solution Management, Offering Success and will be based out of our corporate office in Phoenix, AZ or Santa Clara, CA.

    Responsibilities

    • Oversee offers and pricing of products/services to ensure consistency, compliance and alignment with Axway margin and financial goals.
    • Working with service delivery and operations teams to understand the true costs of offer components including hardware, software and labor.
    • Develop a deep understanding of the portfolio, including licensing metrics, go-to-market model, and competitive positioning and market dynamics. Establish a system and process for competitive intelligence on pricing.
    • Support key pricing related projects and programs at Axway.
    • Develop models to optimize pricing outcomes that drive new customer acquisition and profitability.
    • Provide regular reports and analysis regarding solution pricing performance, key metrics, margin and trends to management.
    • Drive adoption of pricing best practices and educate people across the company.
    • Focus on success of the Axway Hybrid Integration Platform services offering with standardization and alignment with customer and Axway objectives.

    Qualifications

    • Exceptionally strong financial analysis and math skills are required. Attention to detail, accuracy and ability to combine data from multiple sources to conduct analysis is required.
    • Proficient at using financial tools like Excel, Microsoft BI, Tableau or other data/pricing analytical tools.
    • Excellent interpersonal, written and oral communication skills with the ability to present ideas in a compelling way; and communicate with tact and diplomacy.
    • Experience working with subscription offers, managed services and SaaS solutions for enterprise software is required. Experience adapting pricing for global deployment is required. Expertise with pricing principles, business models, and route-to-market concepts.
    • Has built credibility and a reputation for guiding cross-functional teams to execute on quality deliverables, business cases, pricing models, packaging and go to market.
    • Collaborates without boundaries to ensure transparency into timelines, quality of delivery, exposure to risk, barriers to execution, business viability, and remediation plans.
    • Strong organizational skills as well as the ability to adapt quickly to changing priorities, assignments, and roles.

    Required Education / Experience:

    • 7+ years of progressive experience in pricing, packaging, offer design, product management and financial analysis at technology or software companies.
    • Experience with SaaS and managed services business models.
    • Experience working in enterprise software companies in offer management, financial analysis and solution/product processes.
    • Bachelor’s degree or comparable academic training in Computer Science, Engineering, Data Science, Operations or closely related discipline.
    • Master of Science, MBA or comparable post-graduate academic training, a plus.
    • Approximately 10% travel maybe required, including international travel.

    Axway is an AA and EEO Employer

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