Pricing and Packaging Strategy Director

Location: Home-based, United States

Position Summary:

We are looking for a Pricing and Packaging Strategy Director, reporting to the leader of our Commercial Center of Excellence, to bring deep subject matter expertise in pricing strategy and software pricing models. This role will contribute to the company’s growth by working with our product managers as a business partner across the breadth of our product portfolio to enhance and support their capabilities to grow company revenue through our product packaging and list pricing decisions, while providing direct leadership of select high-stakes and cross-product decisions, including major product launches, multi-product bundling, and product price localization.

Responsibilities:

• Serve as a trusted strategic advisor to the product management team and engage with cross-functional stakeholders, including Sales, Finance and Marketing leaders.
• Build a robust capability to deliver insights from quantitative and qualitative research, including both transactional data analysis and direct market research, to inform data-driven decision-making and the creation of true value-based pricing strategies.
• Oversee governance and compliance for price-setting as a critical business process, ensuring full stakeholder engagement and alignment.
• Define and continuously monitor product-focused commercial KPIs (e.g. average revenue per user, product attach rate, etc.) quantifying the impact of our recommendations while identifying opportunities for continued improvement
• Support annual corporate planning cycle and change management, develop clear and concise approaches to effectively communicate updates both internally and externally.
• This is a full-time, individual contributor role, expected to work 40 hours per week.
• This role requires communication with Managers, peers and other colleagues of the company in person, and/or by utilizing Microsoft Teams chat, calling and meeting functions.
• 20% travel, domestic and international.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

Qualifications:

• Customer-centric mindset, passion for understanding how a company creates and monetizes value for its accounts, continuous learning of the pricing and packaging innovation and best practices.
• Comfortable taking an innovative approach by experimenting, learning, and adjusting programs while understanding and managing market and company risk.
• Passion for analytical rigor and high attention to detail balanced with ability to work quickly with imperfect information and to distill findings into actionable insights.
• Strong desire to work collaboratively and cross-functionally, especially through influence versus direct authority.
• Excellent communication skills to develop concise reports and convey complex insights in a clear and compelling manner to a range of audiences, including senior executives.
• Minimum Qualifications:
• Bachelor’s degree in economics, marketing, or related field with 8+ years of pricing and packaging strategy experience, working either for a software company or a consulting firm.
• Comprehensive understanding of software pricing and packaging models, monetization strategies and pricing analytics, including different approaches to market research and when to apply each.
• Demonstrated success in developing and implementing pricing strategies that maximize total revenue through not only unit pricing growth but also customer acquisition, cross-sell, and retention.
• Experience in leading multi-stakeholder strategic projects from inception to completion, identifying and developing solutions to challenging problems, tracking impact and course correcting when required.
• Preferred Qualifications:
• MBA degree or 12+ years of pricing and packaging strategy experience.
• Experience with Computer-Aided Design (CAD) products or other software designed to increase civil engineer productivity, ideally for infrastructure projects.
• Familiarity with emerging innovation in SaaS and Artificial Intelligence and current best practices to support growth through pricing and packaging.

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About Bentley Systems

Around the world, infrastructure professionals rely on software from Bentley Systems to help them design, build, and operate better and more resilient infrastructure for transportation, water, energy, cities, and more. Founded in 1984 by engineers for engineers, Bentley is the partner of choice for engineering firms and owner-operators worldwide, with software that spans engineering disciplines, industry sectors, and all phases of the infrastructure lifecycle. Through our digital twin solutions, we help infrastructure professionals unlock the value of their data to transform project delivery and asset performance. www.bentley.com

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Bentley is an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, sex, sexual orientation, gender identity, disability, pregnancy, protected veteran status, religion, national origin, age, genetic information or any other protected characteristic.  This commitment extends to all aspects of employment, including, but not limited to, hiring, placement, promotion, compensation, and training. Know Your Rights as an applicant under the law.

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