About the Role
We are looking for a Sr. Pricing and Business Planning Manager under our Product Marketing organization. You'll lead the development of pricing, packaging, licensing, and strategies for monetization and commercialization, specifically focusing on our infrastructure products, including Terraform. You will partner closely with product team leadership to influence the product roadmap and drive decisions on pricing strategy. You will both develop and pressure test pricing proposals to ensure we have a durable, revenue optimizing, and implementable pricing structure. Additionally, you will have the opportunity to lead strategic growth initiatives that address key challenges and opportunities across the portfolio, identified proactively by the Business Planning team or the executive leadership team. This role reports to the VP, Pricing and Packaging and is an individual contributor role.
In this role you can expect to:
- Partner with infrastructure product leadership to influence the product roadmap and ensure monetization strategy is incorporate from ideation to execution
- Develop a consistent and robust pricing and packaging architecture across customer segments across self-managed and cloud infrastructure products.
- Work with finance, product management, engineering teams to build and evaluate the financial impact of pricing and packaging constructs
- Analyze both internal sales and business metrics and external market competitive insights to understand existing business model performance and shape forward business and growth strategy
- Drive comprehensive market research using both primary/secondary data to support segmentation, packaging, pricing, positioning, business value decisions
- Provide strategic deal structuring guidance to sales to enable deal agility and engage on priority deal escalation exceptions as needed
- Work closely across marketing stakeholders to define market segmentation and develop programs and campaigns to drive adoption and growth for pay-as-you-go offers.
- Help define HashiCorp’s overall monetization strategy and business model framework
What you’ll need (minimum qualifications)
- 5+ years in technology/SaaS business-to-business (B2B) pricing experience
- Strong bias for action with the ability to take a project from idea to execution
- Strong analytical skills to analyze and synthesize large volumes of data and deal with complex uncertain scenarios
- Strong presentation and interpersonal skills, comfortable presenting in front of internal and external audiences
- Good understanding of end-to-end operational workflows and ability to partner with Finance, Legal, Revenue, IT, Sales and Operations for driving implementation
- Bachelor's degree or equivalent experience in CS, business, or a related field
- Some travel required
What's nice to have (preferred qualifications)
- +8 years of business planning, product management, strategy consulting, corporate development, or related experience
- Experience with Cloud/IT infrastructure management technology
- Experience with SaaS pricing
- Management consulting experience in Tech sector preferred
- Master Degree or equivalent experience
HashiCorp welcomes all qualified candidates who have authorization to work in the United States to apply - HashiCorp will not be sponsoring visas for this role at this time.
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Life at HashiCorp
HashiCorp is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world's most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.
About HashiCorp
At HashiCorp, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.
HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.
HashiCorp is committed to providing reasonable accommodations to qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please reach out to benefits@hashicorp.com
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