Pricing Manager

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

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What you get to do in this role:

You will help develop insights and execute strategies to drive growth and improvements in our services & managed service provider business. You will also lead our indirect channel pricing strategy & policies ensuring commercial parity across all routes to market.

• Lead the pricing and monetization strategy across service offerings 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/IaaS 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

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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

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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Work personas

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

Required in Office

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

Flexible 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

Remote

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.

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