Senior Manager, Pricing Strategy

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Senior Manager, Pricing Strategy

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Okta for Developers The Opportunity: Okta is seeking a world-class Pricing Strategist to identify and drive monetization opportunities across our portfolio. This lead will drive the creation of new product pricing strategies, list to net price optimization strategies and models, identification and pursuit of new go-to-market growth strategies, quantitative market research and analysis, and customer and field validation for innovation launches and updates at Okta. They will drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize. This role requires strong cross-functional executive collaboration and influence along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will partner with Product, Sales, and Go-to-market leadership teams to determine packaging and pricing strategy as we launch innovations. They will work with product management and business operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this lead will be responsible for driving the change management and alignment to ensure that the proposal lands successfully with the field and customers. What You’ll Be Doing Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale in revenue Design and implement pricing strategy, programs, and incentives to drive ARR growth Develop deep expertise in how customers perceive value from Okta’s products, and how they perceive the product concerning competitive offerings Develop pricing proposals for new product introductions, and refine pricing for existing products based on product, customer, and field inputs, internal deal data, and qualitative and quantitative market research Drive willingness to pay for research via customer and 3rd party surveys, customer and prospect interviews, and internal data analysis Research, document, and synthesize competitive offerings and pricing of such Work closely with leaders in the Sales, GTM, Product, and Product Marketing teams to craft new packaging and pricing strategy proposals for new and existing product innovations Collaborate closely with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions Develop content for Okta’s official pricing website, and collaborate with the Digital team to ensure proper localization SME support for pricing enablement and training content for the sales and renewals teams to help best position pricing conversations with customers Provide targeted in-deal support to the sales team to assist in strategic precedent-setting opportunities What you bring to the role Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred 5+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company 2+ years in a value-based monetization/pricing strategy role, applying willingness to pay methodologies, ideally at a SaaS or enterprise software company Strong analytical background with experience using analytics, BI, and CRM solutions (e.g. Tableau, Salesforce, G sheets, Excel) Excellent written and verbal communication skills, ability to synthesize and articulate insights, and align diverse stakeholders on pricing recommendations Ability to quickly grasp new product concepts across a variety of technologies, consistently apply critical and structured thinking to new areas Action-oriented to solve problems and get a lot done in short timeframes Demonstrated leadership experience driving complex, cross-functional initiatives Exceptional communication and collaboration skills across all levels of an organization Location preferences: San Francisco, Chicago, and Bellevue preferred, but qualified Remote applicants are encouraged to apply Salary and benefits The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $165,000—$247,000 USD For California, Colorado, New York and Washington candidates, base salary ranges are provided with actual offers to reflect skills, qualifications, experience and work location; Okta offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave in accordance with applicable plans and policies What you can look forward to as a Full-Time Okta employee: Amazing Benefits Making Social Impact Developing Talent and Fostering Connection + Community at Okta Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/ Location and seniority Seniority level: Mid-Senior level Employment type: Full-time Job function: Marketing and Sales Industries: Software Development Referrals increase your chances of interviewing at Okta for Developers by 2x San Francisco, CA

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