Senior Pricing and Business Planning Manager I

Summary

Join HashiCorp, an IBM Company, as a Sr. Pricing and Business Planning Manager to oversee pricing, packaging, licensing, and monetization strategies for core products. Partner with product leadership to influence the product roadmap and optimize monetization. Develop and test pricing proposals to ensure a durable and revenue-optimizing structure. Lead strategic growth initiatives to address key challenges and opportunities. Analyze internal and external data to understand business model performance and shape future strategy. Provide deal structuring guidance to sales and collaborate with marketing on campaigns to drive adoption of pay-as-you-go offers. Help define HashiCorp's overall monetization strategy and business model framework.

Requirements

• 8+ years in technology/SaaS business-to-business (B2B) pricing, product management, strategy, or related experience
• Strong bias for action with the ability to take a project from idea to execution
• Strong analytical skills to analyze and synthesize large volumes of data and deal with complex uncertain scenarios
• Strong presentation and interpersonal skills, comfortable presenting in front of internal and external audiences
• Good understanding of end-to-end operational workflows and ability to partner with Finance, Legal, Revenue, IT, Sales and Operations for driving implementation
• Bachelor's degree or equivalent experience in CS, business, or a related field
• Some travel required

Responsibilities

• Partner with Hashicorp BU product leadership to influence the product roadmap and ensure monetization strategy is incorporated from ideation to execution
• Develop a consistent and robust pricing and packaging architecture across customer segments across self-managed and cloud infrastructure products
• Work with finance, product management, engineering teams to build and evaluate the financial impact of pricing and packaging constructs
• Analyze both internal sales and business metrics and external market competitive insights to understand existing business model performance and shape forward business and growth strategy
• Drive comprehensive market research using both primary/secondary data to support segmentation, packaging, pricing, positioning, business value decisions
• Provide strategic deal structuring guidance to sales to enable deal agility and engage on priority deal escalation exceptions as needed
• Work closely across marketing stakeholders to define market segmentation and develop programs and campaigns to drive adoption and growth for pay-as-you-go offers
• Help define HashiCorp’s overall monetization strategy and business model framework

Preferred Qualifications

• 8+ years of business planning, product management, strategy consulting, corporate development, or related experience
• Experience with Cloud/IT security or infrastructure management technology
• Experience with SaaS and consumptive pricing
• Management consulting experience in Tech sector preferred
• Master Degree or equivalent experience