Overview of the Role
Salesforce is seeking a Director/Senior Director of Monetization Strategy that will be responsible for developing long term monetization for Salesforce’s C360 Apps and Industries products. This individual will work closely with the product development organization to understand the product roadmap and will define the future packaging/pricing in order to target specific customer segments. Additionally, this person will evaluate, design, and test new commercial models that align to evolving market trends and customer needs, and accelerate Salesforce’s growth.
The candidate must be comfortable with creating clarity out of ambiguity, leveraging a hypothesis-driven problem solving toolkit, supporting executive decisioning on complex decisions with lots of conflicting priorities, analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and helping influence and shape product and business strategy.
Responsibilities
Partner with product leadership to identify and prioritize products & features for pricing and packaging
Collaborate with leaders in our product, marketing, finance organizations to help craft new commercial models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization
Utilize multi-point market inputs to design revenue maximizing strategies
Design & lead qualitative and quantitative sales and customer research to test pricing & packaging strategy hypotheses
Design analysis to draw conclusions from product and feature usage patterns
Conduct market research on competitors in similar and adjacent markets
Develop and effectively communicate recommendations; influence senior executives and gain alignment on pricing
Maintain and nurture executive level relationships at Salesforce
May require leading a team of pricing strategists
Required Skills/Qualifications
8+ years of relevant working experience
Proven ability to frame ambiguous / complex problems, facilitate executive decision making amongst conflicting priorities
Strong problem solving, analytical and time management skills: Develop hypotheses, define strategic framework; Gather and analyze data, develop insights and recommendations for executives
Collaborate with multiple executive stakeholders to align on strategic path forward
Operationalize strategy; ongoing prioritization as new information comes to light
Drive cross functional execution to get things done
Excellent verbal and written communication skills; ability to communicate effectively with and influence the decisions of different levels of management
Intellectually curious, creative strategic business thinker who loves to tackle complex challenges
Experience managing and running concurrent projects with complex stakeholder dynamics
Proven track record of working and excelling in high pressure environments
Demonstrated ability to drive own work with minimal supervision
Proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g., SQL, Business Objects, Tableau, R, Python
Degree or equivalent relevant experience required. Experience will be
evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
Preferred Skills/Qualifications
2+ years of SaaS pricing or strategy experience
2+ years of experience in software technology company
Familiarity with developer-focused software products and their business models
Prior management consulting, investment banking, corporate strategy, monetization /product strategy or product management experience
MBA preferred
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