Director Product Management - Pricing Strategy and Operations

Job Description: Director Product Management - Pricing Strategy and Operations

Overview

Mimecast is seeking a strategic and collaborative Leader of Pricing Strategy and Operations to lead pricing initiatives across our comprehensive product portfolio. This role will be instrumental in ensuring Mimecast’s pricing strategies are competitive, data-driven, and aligned with our business objectives. The ideal candidate will work closely with product managers, competitive intelligence teams, and go-to-market (GTM) teams to gather insights, develop strategies, and execute pricing changes effectively. This is a product-focused role and will require a deep understanding of product strategy and market dynamics.

Key Responsibilities

Dynamic Price Book Management

• Maintain and update a dynamic price book in all currencies, ensuring accuracy and accessibility for stakeholders.
• Manage SKUs and price structure across different channels to ensure competitive positioning while avoiding channel conflict
• Maintain discounting and approval rules and collaborate with IT to ensure that these rules are implemented accurately at all times.

Competitive Pricing Analysis

• Collaborate with competitive intelligence teams to gather and analyze up-to-date competitive pricing information relative to Mimecast's offerings across the entire product portfolio.

Annual Price Adjustments

• Drive annual price adjustments across the product portfolio through a structured analysis and recommendation process, leveraging insights from product managers and market research.

Install Base Analysis

• Study Mimecast's existing install base to assess pricing relative to list prices, analyzing discounts by cohort to inform pricing intelligence, with reports generated via Tableau.

Promotional Strategies

• Suggest and develop pricing promotions aimed at driving customer acquisition and retention, working closely with marketing and sales teams.

Cross-Functional Collaboration

• Partner with product managers to develop pricing strategies that drive growth, ensuring alignment with product roadmaps and market needs.
• Collaborate with sales and customer success teams to provide deal-level pricing guidance and support.

GTM Rollout of Pricing Changes

• Lead the go-to-market (GTM) rollout of pricing changes, ensuring seamless execution across all regions and teams.
• Develop training and education materials in collaboration with sales enablement to ensure sales teams understand and can effectively communicate pricing changes to customers.
• Partner with marketing to create external-facing messaging and materials that clearly articulate the value of pricing adjustments to customers.

Reporting and KPIs

• Report directly to the CPO or CPTO, providing insights on pricing performance and strategic recommendations based on data analysis and market trends.

Market Research and Insights

• Conduct ongoing market research to inform pricing strategies, utilizing customer feedback, competitive analysis, and industry trends.

Guiding Product Managers

• Act as a trusted advisor to product managers, guiding them on pricing strategies and decisions that align with their product goals and market positioning.
• Provide product managers with actionable insights from pricing intelligence and competitive analysis to inform their decision-making.

Additional Responsibilities

• Pricing Governance : Establish and maintain pricing governance processes to ensure compliance and alignment with overall business strategy.
• Financial Modeling: Collaborate with finance business partner to develop financial models to assess the impact of pricing changes on revenue and profitability
• Dashboard Development: Collaborate with data teams to create dashboards that track pricing performance metrics and KPIs.

Qualifications

• Experience: Significant experience in pricing strategy, market research, and business operations, preferably within the SaaS or cybersecurity sectors.
• Analytical Skills: Strong analytical skills with proficiency in tools such as Tableau, Excel, and SQL.
• Collaboration: Proven ability to collaborate effectively with cross-functional teams, including product management, marketing, and sales.
• Leadership: Experience in guiding and influencing cross-functional teams in a fast-paced environment.

What We Offer

At Mimecast, we pride ourselves on fostering a supportive and inclusive environment where your expertise and leadership can truly shine. Join us in our mission to safeguard businesses globally with cutting-edge AI-powered security and resilience solutions.

The base salary range for this position is $184,000 - $274,000 base + benefits. This reflects the minimum and maximum target for new hire salaries for this position. This position may also be eligible for incentive plans and other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.

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Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.