What you get to do in this role:

You will help develop insights and execute pricing strategies to drive growth and improvements in our Technology Workflow businesses. You will also lead our direct and indirect channel pricing strategy & policies ensuring commercial parity across all routes to market.

• Lead the pricing and monetization strategy across Technology Workflow products and use relevant analytical techniques to segment the market and make packaging recommendation
• Develop the pricing and monetization framework for our Technology Workflow products ensuing a fair share of value capture
• Conduct periodic reviews of price realization across all routes to market and drive recommendations to improve revenue and simplify our selling motion
• Define, track and measure pricing KPIs, defining actionable decision insights on pricing performance, implement continuous pricing optimization plan and drive this process
• Conduct and commission end-user pricing studies, including conjoint, competitive market positioning, street price and price elasticity analyses
• Translate pricing strategy into executable plans partnering cross functionally with Sales Ops, IT, Partner Ops and Sales Enablement teams
• Assist in identifying new business and growth opportunities to create incremental growth, including new pricing models, pricing promotions, and go to market approaches

To be successful in this role you have:

• 5+ years of experience in enterprise technology industry across pricing, sales strategy, business operations and/or product strategy
• 3+ Years of Pricing Strategy, Product Management, GTM or Business Strategy experience in a technology or consulting firm. Experience in the economic drivers of the service provider space a big plus
• Strong proficiency with synthesizing large data sets with Excel and other BI tools
• Experience applying value-based pricing theories and analytical methodologies
• SaaS/PaaS business knowledge with the ability to understand and model the tradeoffs of GTM pricing and monetization decisions
• A framework or process by which to make decisions. At times, will need to make decisions quickly and often with incomplete data
• Expertise in designing pricing or marketing surveys such as conjoint analyses, A/B testing or equivalent
• Deep understanding of your target users and are adept at understanding their problems and arriving at elegant solutions to those problems
• An Effective Influencer/communicator and are highly effective in securing buy-in on pricing/monetization strategies from executives and leaders across the business

For positions in the Bay Area, we offer a base pay of $119,300 - $208,700, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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