Director of Opportunity Pricing Strategy
Job Type
Job ID
San Jose

Transform the way the world runs networks

The Opportunity 

As Director of Opportunity Pricing, you will work closely with the sales team, product line management business segment leaders, and Portfolio Pricing Director to drive and shape deal pricing strategy. You will maximize the profitability of the business by systematically employing key pricing levers. By leveraging TAS methodologies, customer requirements on pricing structure, and revenue recognition rules, you will inspect the deal strategy and it’s relationship with the proposed pricing and deal construct. You will assist the RVPs and Sales Directors in building and presenting the appropriate deal construct for all large opportunities globally.  You will ensure that we are doing the right things for the company in protecting our future. In addition, you will ensure customer incentives are aligned with our strategy.

The Job

  • Work with sales leadership on large opportunities (>$1M) to ensure pricing strategies align with TAS strategy and portfolio strategy
  • Provide early visibility to e-staff on large opportunities thinking on pricing strategy
  • Creativity in pricing as per customers’ requested models and ensure success of company financial targets
  • Ensure customer incentives are aligned towards our company and portfolio strategy
  • Provide feedback to Product Management if list pricing is inconsistent with the market
  • Support the sales teams in mapping use case to product licenses
  • Support sales leaders in discount and margin analysis
  • You will also provide regular reports about the performance of the product pricing and discounting in the market place. You will manage the analytics and processes that underpin a successful pricing program in our business.

What Skills You Bring

  • Undergraduate Engineering, Computer Science, or Business degree plus minimum 10 years related experience in product management, portfolio pricing, marketing, or finance
  • MBA or advanced degree is desirable
  • Strong understanding of value based pricing and pricing models
  • Strong understanding of TAS models
  • Strong understanding of financial concepts such as Cost of Goods Sold (COGS) and contribution margins
  • Experience working with sales operations and finance teams
  • Experience working with perpetual and subscription pricing models
  • Experience with B2B pricing and preferably in the telecommunication sector
  • Strong understanding of business modeling and TCO analysis
  • Team player with great interpersonal skills
  • Experience working with cross functional teams
  • Great leadership and innovative thinking skills
  • Excellent communication and presentation skills
  • Excellent organizational, planning and analytical skills
  • Excellent ability to work with Excel models
  • Ability to work with global sales teams in different geographies and time zones

About Sandvine

Networks are evolving, and operators need to keep up. At Sandvine, we’re working with innovative customers who are looking to embrace change and constantly improve. By combining analytics, machine learning, and automation, we help hundreds of network operators around the world make their networks run simpler and smarter – all while exceeding their expectations.

As a Sandviner, you’ll take on new challenges, learn from industry leaders, and contribute to creative solutions as part of a growing team that is transforming the way the world runs networks.

What Can You Expect From Us

  • Casual and collaborative work environment.
  • Competitive compensation package.
  • Highly skilled, supportive and professional team members.
  • Opportunities to learn complex network and telecommunication technologies.

Sandvine Applicant Data Protection Authorization

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Thank you for your interest in Sandvine. While we're not able to reach out to everyone who applies, we will contact you if your skills and experience are a match for the role. Sandvine is committed to supporting a culture of inclusion. We welcome and encourage applications from all qualified applicants regardless of race, ethnic origin, religion, age, gender, sexual orientation, ability or disability.

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