VP, Pricing & Enterprise Programs

Business Area:

Seniority Level:

Job Description:

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

As the Vice President Pricing Strategy & Enterprise Programs, you will be a core member of the Strategy and Transformation organization. You will lead the development and implementation of pricing strategies, optimizing pricing execution processes, and enterprise-wide programs such as product launch.

The Vice President of Pricing Strategy & Enterprise Programs will lead the team responsible for driving the pricing, packaging, and monetization strategy and enterprise program management to accelerate growth, optimize pricing, and transform our business across our portfolio of on-prem and platform as a service products and services, across multiple routes to market. Key focus areas include defining pricing models for new offerings, adjusting strategy & tactics to changing market conditions, optimizing price points across multiple routes to market, and delivering operational excellence in the implementation of all pricing decisions, product launch, and cross-functional transformation programs.

As the VP, Pricing & Enterprise Programs you will:

• Collaborate with leaders in sales, marketing, and product organizations to craft new business models, define monetization strategies for new offerings, and optimize packaging & pricing for existing products

• Guide cross-functional pricing committee cadence, leading with a value-based pricing framework and analytics to inform and govern progress checkpoints and decisions

• Define and implement pricing programs and new packaging/bundling opportunities to drive growth, increase customer adoption, expand routes to market, and simplify the selling motion

• Drive robust pricing and customer analytics and research, including CLTV, cohort, street pricing, conjoint, economic value drivers, customer value perception interviews, etc

• Optimize product portfolio by creating effective strategies & programs to increase cross-sell/up-sell

• Develop customer and sales-facing tools and training to enable and support real-time pricing analytics and embed pricing strategies in field initiatives.

• Collaborate and align with product managers and GTM teams, providing strategic counsel on decisions on how to price individual products

• Build business cases for changing business model, or new product monetization strategies and driving alignment across the company

• Establish frameworks and models to support repeatable product and pricing launch processes.

• Overseeing enterprise-wide programs and initiatives to achieve strategic goals

• Managing cross-functional programs such as product launch to drive operational efficiency across departments.

• Define, track and measure pricing KPIs, defining actionable cross-functional decision insights on pricing and enterprise program performance

We are excited about you if you have:

• 12+ years of experience in enterprise technology industry across sales operations, pricing, strategic planning, product launch, program management and/or product strategy, including 5+ years of accountability on packaging and pricing.

• Understanding of subscription/consumption pricing models across form factors (SaaS, PaaS, on-premise) and software licensing models; Understanding of two-tier channel, OEM and other indirect models.

• Proven leadership experience leading high performing teams in fast-paced environments, driving complex, transformation initiatives cross-functionally.

• Strong analytical skills to work on complex business issues in a fast-paced, collaborative, and innovative high-growth environment.

• High aptitude to learn quickly, assimilate to new teams and projects, provide critical thinking on new and unknown tasks, and work well under pressure with appropriate attention to detail.

• Ability to translate and communicate complex topics in a variety of forums, tailoring communications to effectively fit and influence the targeted audience.

• Strong executive presence, presentation, and written and verbal communication skills. Comfort engaging with global executives in business and technical discussions.

• Bachelor’s degree required; advanced degree preferred.

What you can expect from us:

• Generous PTO Policy

• Support work life balance with Unplugged Days

• Flexible WFH Policy

• Mental & Physical Wellness programs

• Phone and Internet Reimbursement program

• Access to Continued Career Development

• Comprehensive Benefits and Competitive Packages

• Paid Volunteer Time

• Employee Resource Groups

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.