Pricing and Packaging Specialist

Summary

Join ServiceNow's Customer Excellence Group as a Pricing & Packaging Specialist – Service Offerings. You will play a key role in defining the pricing and packaging strategy for post-sales service offerings, impacting customer adoption and revenue growth. This involves developing and executing strategies, conducting market research, collaborating with cross-functional teams, and leveraging data-driven models. You will build value-driven packages, partner with sales and support, and ensure alignment with business goals and legal standards. The ideal candidate possesses extensive experience in strategic pricing and packaging within enterprise software, strong analytical skills, and excellent communication abilities. ServiceNow offers a competitive salary, equity, benefits, and a flexible work environment.

Requirements

• Minimum 5 years of experience in a strategic pricing, packaging, or product management role within a top-tier consulting firm, enterprise software company, or equivalent
• Demonstrated expertise in developing and executing scalable pricing and packaging strategies for enterprise software or services
• Strong understanding of the customer success and post-sales service offerings landscape, with experience in positioning value-based post-sales solutions
• Proficiency in quantitative analysis, with the ability to build financial models and make data-driven decisions
• Excellent communication and collaboration skills, with experience working cross-functionally to drive strategic initiatives
• Proven ability to prioritize and manage multiple projects simultaneously, while meeting deadlines and budget requirements
• Familiarity with analytics tools and platforms (e.g., Tableau, Power BI) to monitor and evaluate product performance metrics
• Ability to adapt quickly in a dynamic environment and influence decisions through a customer-centric lens

Responsibilities

• Develop, refine, and execute a comprehensive pricing and packaging strategy and roadmap for all ServiceNow post-sales offerings, ensuring alignment with customer needs and business goals
• Conduct market research and analysis to understand industry standards, competitive landscapes, and customer preferences for various pricing and packaging models
• Collaborate closely with teams across Customer Excellence, Sales, Product, Finance, and Marketing to drive the alignment of pricing strategies with product roadmaps and go-to-market plans
• Execute with cross functional partners on the ServiceNow release cadence to bring pricing and packaging changes to market
• Establish data-driven models for pricing and packaging that optimize revenue growth while ensuring customer satisfaction and increased adoption
• Leverage analytics tools to track, measure, and analyze the performance of existing pricing and packaging models; use insights to continually refine strategies
• Define pricing structures that encompass value-driven packages for key post-sales offerings
• Partner with sales and support teams to develop pricing scenarios, contractual terms, and financial models for new and existing customers
• Communicate packaging strategy and pricing changes effectively across the organization and to customers as needed
• Stay up-to-date with industry best practices, pricing methodologies, and emerging trends to proactively influence product decisions
• Ensure that all pricing initiatives align with ServiceNow’s legal and compliance standards

Benefits

• Base pay of $158,500 - $277,500, plus equity (when applicable), variable/incentive compensation and benefits
• 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