Druva delivers data protection and management for the cloud era. Druva Cloud Platform is built on AWS and offered as-a-Service, delivering globally accessible, infinitely scalable and completely autonomous enterprise data resiliency. Customers drive down costs by up to 50 percent by freeing themselves from the burden of unnecessary hardware, capacity planning, and software management. Druva’s patented cloud architecture transforms backup data into an asset, making it more open and accessible so customers can streamline governance, improve cyber resiliency, and gain critical insights to uncover opportunities and expedite decision making.

Druva has raised over $350m in venture capital, is trusted by over 4,000 global organizations and protects over 200 PB of data.

The Strategic Pricing Leader will have responsibility for driving radical simplicity and scale on pricing, packaging, and margin management throughout the portfolio while optimizing value creation and capture across our lines of business. We’re seeking a seasoned, multi-tasking, highly organized professional to work closely with our cross-functional leadership teams to define and deliver continuous critical metrics and analytics for the organization associated with our pricing performance in the market. This position will build and leverage financial models to effectively communicate actionable insights in support of pricing and distribution, product and portfolio, and other key business activities associated with Druva’s market objectives.

Responsibilities:

• Optimize COGs across the product portfolio in alignment with engineering and in collaboration with finance
• Business plan (map strategy, revenue & goals) alignment with Druva’s existing and new products to promote and scale New Logo acquisition, x-sell, and upsell.
• Align with Druva’s Product and Engineering organizations globally to ensure that strategic bundling, COGs, and packaging are synchronized with those launches.
• Align with Druva’s Finance and Legal organizations to ensure that reporting and any relevant licensing considerations are tied with those launches.
• Develop and inspect KPIs to measure progress and drive the programs and projects that reflect and address these priorities.
• Develop a deep understanding of the company’s strategic objectives and use the knowledge to increase the operational effectiveness of Druva’s sellers and its channels.
• Improve communication and change management of strategic program/projects in the Druva field.
• Execute strategic, scalable strategies working with the field for opportunity construction and margin optimization across mid-market and Large Enterprise customers.
• Work closely with Finance to create packages associated with Druva’s online marketplace presences at scale.
• Deep understanding and management of COGS as it pertains to Druva
• Apply advanced analytics, statistical and financial modeling tools for portfolio and product analysis to identify optimal pricing actions and analyze impacts to determine the success of pricing strategy, offers and tests.
• Create and implement a plan to migrate existing client base to new pricing and/or distribution models.
• Monitor and report on demand and performance trends, market share and competitive intelligence; correlate trends with pricing actions; integrate, organize and manage a high volume of complex data from multiple sources; prepare and present materials for executive audiences.

Qualifications:

• 5-7 years strategic pricing experience with planning and delivery in both a direct and channel-sales centric environment
• 2-4 years SaaS experience in pricing / margin / packaging inclusive of relevant broad global requirements for revenue recognition
• 2-3 years’ experience with AWS pricing models for storage and compute, inclusive of programs and tools necessary to inspect, adjust, and manage to margin performance objectives.
• 1-2 years’ experience with SaaS Marketplace management requirements.
• C-level reporting and communication skills (excellent verbal and written communications)
• Demonstrable time management and multi-project timeline management skills
• Ability to lead identify key roles, recruit for, and lead a team.
• Experience working with geographically distributed personnel across business units and time zones.