Guidewire Software United States - Remote Full-time

Guidewire is looking for a Director of Pricing and Product Strategy, reporting to the General Manager, InsuranceSuite.  This is a strategic role that is responsible for developing long term pricing and packaging policies, working closely with Product and Platform teams to understand the roadmap and define packaging/pricing strategies to target specific customer segments and align to business value.  The role will evaluate, design, and test new business models while also driving pricing consistency across various product lines and add-on products, ensuring a simple and transparent experience for sales and for customers.  A successful candidate will be creative and analytical, able to communicate complex concepts simply, seeking out data to test and refine business hypotheses.
The role will be an individual contributor initially with the potential to build a centralized function as Guidewire and our product portfolio continues to expand.

Key Responsibilities:

  • Partner with product leadership and drive the process to identify/prioritize products & features to be packaged and priced 
  • Simplify and bring transparency to packaging and pricing to better align customer choices with revenue and value for core deals
  • Collaborate with leaders in our product, engineering, sales, and marketing organizations to help craft new business models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization 
  • Coach and guide individual Product Managers through the process of thinking about the value of their products and the competitive alternatives
  • Establish a pricing charter for the company, and instill a culture of monetization and value for products and features among PMs and cross-functional teams
  • Chair the executive pricing committee, presenting research findings, and proposing and driving agreement on pricing and packaging recommendations
  • Design & lead qualitative and quantitative market research to test strategy hypothesis on pricing & packaging 
  • Conduct market research on competitors in similar and adjacent markets 
  • Develop recommendations and influence senior executives to gain alignment on pricing recommendations 
  • Manage expectations across internal executives and stakeholder, educating them on the strategy and incorporating their feedback.
  • Supporting the rollout of new pricing models by working with supporting teams: Product Development, Business Operations, Finance, Revenue, Sales, and Marketing
  • Supporting sales escalations and global negotiations frameworks outside existing packaging and pricing structures

Required Skills/Experience

  • 8+ years of SaaS pricing or strategy experience
  • 5+ years of experience in software technology company, preferably enterprise software
  • Experience with multiple business models, including usage based
  • Excellent verbal and written communication skills; ability to explain complex concepts simply, tailored to the audience, with special focus on guiding/influencing senior management decisions
  • Intellectually curious, creative strategic business problem solver who loves to tackle sophisticated challenges 
  • Strong problem solving, analytical and time management skills
  • Proven track record of working and excelling in high pressure environments 
  • Demonstrated ability to drive own work with minimal supervision 
  • Proficiency using spreadsheets to evaluate medium/large data sets or supporting tools/languages, e.g., SQL, Business Objects, Tableau, R, Python 
  • Bachelor’s degree

Preferred Skills/Experience:

  • Familiarity with developer-focused software products and their business models 
  • Prior management consulting, investment banking, corporate strategy, pricing/product strategy or product management experience 
  • Experience building new operational teams and functions in established functions