Pricing Strategy Manager

About Us

Join the Strategy & Operations team in the $3 billion Modern Applications and Management Business Group (MAMBG) as we lead the transition to multi-cloud IT environments. Delivering the value proposition of multi-cloud is the next huge growth opportunity for VMware. If you seek to work with a practical, focused organization at the heart of the IT transformation led by the cloud, SaaS, virtualization, dev-ops and Kubernetes, then this opportunity could be an ideal fit. These trends represent a huge opportunity for you to learn, grow, and define our strategic and GTM direction.

Job Description

As a Pricing strategist within MAMBG’s strategy and operations team, you will be responsible for leading analytical PnP recommendations for MAMBG products, and then following through with pan-VMware teams to execute. Collaborating with product managers, product marketing managers, cross-BU and cross-functional colleagues will be your day-to-day focus. Additionally, you will own and drive various activities that support the Commercialization function’s success. If you are excited by the challenge and importance of bringing clear visibility, business acumen and insightful analysis to drive forward the MAMBG business as we transform from legacy licensing models to SaaS & subscription business models, then this is the ideal role for you.

The Elevator Pitch: Why will you enjoy this new opportunity?

You will be part of the Strategy & Operations team in the $3 billion Modern Applications and Management Business Group (MAMBG) as we lead the transition to multi-cloud IT environments. You want to work with a practical, focused organization at the heart of the IT transformation led by the cloud, SaaS, virtualization, dev-ops and Kubernetes. You want to learn, grow, and define our strategic and GTM direction. You are looking for an opportunity to work for a company whose software and services are utilized by every Fortune 500 company and significantly impacts every industry. You want to be a part of a collaborative environment whose teams care about the product they are commercializing, how they deliver it, and the impact it has on customers’ business objectives.

Success in the Role: What are the performance goals over the first 6-12 months you will work toward completing?

• Collaborate with PMM teams to communicate business related messaging, pricing & packaging, and TCO/ROI analytics of differentiating capabilities of the cloud offerings.

• Communicate clearly to the broader team with compelling, clear, logical and data driven arguments

• Successful execution of pricing strategy by building new pricing, present to senior leadership and Pricing committee with any recommendations on pricing strategy

• Partner across multiple VMware stakeholders like Finance, Legal, Product Management, Operations for driving execution of commercialization strategies

What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

• Build scalable processes to bring structure to chaos

• Develop an understanding of cloud native microservices, containers and Kubernetes market and recommend pricing and packaging of Tanzu and other VMware offerings.

• Drive comprehensive market research using both primary/secondary data to support segmentation, packaging, pricing, positioning, business value decisions

• Work with Product Marketing, Ops teams, Other Business groups to fill any gaps in current selling and pricing strategy

• Engage with the field sales teams on enabling strategic deal structuring and analysis and approvals framework for deal exceptions

• Provide data-based feedback and recommendations to MAMBG’s leadership on impact of commercialization efforts.

• Support product management, product marketing and management in conducting comprehensive market research, delivering sales enablement material and tools and launching products.

What is the leadership like for this role? What is the structure and culture of the team like?

You will be joining the MAMBG’s commercialization team, reporting into the Director of Pricing Packaging. This team leads the commercialization efforts for VMware’s industry-leading modern application and management infrastructure products, which include Tanzu Application Platform, CloudHealth by VMware, vRealize Operations and vRealize Automation. The team is currently based out of US. We pride ourselves on a multi-cultural, inclusive, and collaborative culture.

As a Commercialization Strategy professional, you will drive pricing strategy and execution of the same through multiple stakeholders for a portion of Tanzu portfolio.

Toolkit:

• Provide critical analytical judgment for commercialization initiatives, including (but not limited to) competitive pricing analysis, revenue impact modeling, deep dive analysis (SaaS services, subscription-based monetization), and modeling and insightful analytics

• Be the MAMBG liaison in operational readiness assessment for all commercialization proposals: working with cross-functional teams to ensure MAMBG offerings are successfully implemented

• Lead MAMBG’s efforts to transform our business model, go-to-market, and operational practices to a cloud-based SaaS and subscription business.

• Be the change agent to simplify seller and customer experiences as VMware transforms business models; drive alignment across all parts of the company.

• Act as a strategic liaison to sellers on pricing & packaging queries during the sales process

• Provide enablement to VMware’s direct sales force and partners on changes in GTM strategy and associated commercialization strategy

• Drive and enable market research efforts, working in concert with PMM’s and PM’s, to understand changing competitive dynamics and customer behavior to influence commercialization decisions

• Be a key, visible player to help with overall GTM strategy and business initiatives for MAMBG

Where is this role located?
This role is preferably based out of VMware’s Palo Alto location but open to considering remote US based applicants.

What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights, or you can view the complete benefits package by visiting www.benefits.vmware.com.

• Employee Stock Purchase Plan

• Medical Coverage, Retirement, and Parental Leave Plans for All Family Types

• Generous Time Off Programs

• Rethink’s Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities

• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)

• Wellness reimbursement and online fitness and wellbeing classes

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Marketing
Subcategory: Product Marketing
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-03-09

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