Director, Pricing and Packaging

3 weeks ago

Boston, United States Rapid7 Full time

Director, Pricing and Packaging
Rapid7 is seeking a strategic, Pricing and Packaging leader who can build pricing and monetization frameworks that increase customer value while driving business revenue and growth. This is a compelling opportunity to lead a pricing organization focused on expanding Rapid7’s commitment to customer growth, success and achievement.

About the Team

The Director, Pricing and Packaging will guide the pricing function from understanding customer value drivers to the development of scalable pricing and licensing models and metrics, and building packaging strategies that meet our customers where they are.

Leveraging deep knowledge in go-to-market (GTM) strategy and business models, and working collaboratively to understand our customers, competitors, market, and business economics, this leader will spearhead the development of innovative business models and approaches, and work with cross functional teams to research, test, establish and implement pricing, packaging, and promotions.

About the Role

Reporting to our Chief Product Officer, you will partner closely with Commercial Operations and Finance to ensure the deployment of commercial systems, tools, governance, and monitoring. You will work with our Practice Leaders, Go To Customer Business heads, and other members of the Executive Leadership Team to deliver meaningful growth and profit through robust and scalable pricing activities, and efficient and effective tactical execution. This is an opportunity to bring more value to our customers and help them close the security achievement gap

In this role, you will:

Develop a deep understanding of customer value drivers and the business economics impacting purchasing choices. 

Bring visibility to lead generation, customer management, monetization, contracting, and other key steps of the product and solution monetization process through pricing analytics and automation. 

Partner with product leaders in the product development cycle, ideating and proposing new product and service pricing and packaging. 

Deliver clear strategy and execution roadmaps in alignment with cross-functional teams.

Provide customer intelligence that enables conclusions based on a clear understanding of customers' spend across their product/solution portfolio. 

Create innovative B2B product bundling/pricing ideas to increase total revenue per customer. 

Contribute thought-leadership on pricing, and bring best practices into the company. 

Work collaboratively with our Product Marketing, Sales, and Marketing teams to understand customer needs, buying patterns, channels, and how Rapid7’s product and services can maximize share of customer wallets. 

Identify and propose new packaging, product reconfigurations, bundling, and price promotions to capitalize on new market opportunities, and increase adoption and success for specific market segments, geographies, or other opportunities. 

Regularly review existing price structures and levels to identify opportunities to deliver more value for Rapid7 and customers, such as increasing market share, facilitating customer adoption, or better capturing market value. 

Partner with our FP&A and pricing/revenue analytics team, helping them to identify and implement improvements in analytical techniques and data infrastructure to improve the quality of pricing choices.

Ensure that price changes are communicated effectively to customers, partners, and any other key constituents, working collaboratively with Product Marketing and Sales. 

Measure the impact of price changes, and communicate results internally, including comparisons to expectations and goals. 

Optimize post-acquisition pricing models. 

The skills you’ll bring include:

8+ years of Revenue Optimization experience. 

Demonstrated path of increasing responsibilities. 

Excellent communication skills and experience collaborating and influencing across disciplines.

Ability to balance strategic thinking with attention to detail and pragmatic execution. 

Experience working on structuring large deals and leading complex B2B negotiations; leveraging data, analytics, and BI tools.

Understanding of enterprise database concepts and pricing automation. 

High degree of emotional intelligence, with the ability to facilitate change and collaborate with stakeholders across the organization 

Excellent communication skills with the ability to communicate complex ideas and data Bachelor's degree; MBA and Professional Pricing Certification preferred.

Cybersecurity experience is required. Experience with a top tier consulting firm would be desirable. 


We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.
 

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