Director, Platform and Customer Service Pricing and Licensing
Meet Our Team:
The GM Team is responsible for evaluating and optimizing Pega’s contracting, pricing and licensing strategies to ensure competitive positioning and long-term benefits. The team engages with various business functions to clarify and align specific expectations or deliverables necessary to win big. This includes market and buyer insights, pricing and licensing strategies, product roadmap investments, marketing mix and allocations, sales and go-to-market coverage, delivery, and ecosystem efforts.
Picture Yourself at Pega:
As the Director of Pricing and Licensing Analysis, you will play a pivotal role in ensuring that Pega’s contracting, pricing, and licensing strategies are competitive, sustainable, and beneficial in the long term for driving success of a cloud first ‘as a Service’ business. Your primary responsibility will be to analyze existing pricing and licensing patterns and recommend improvements to drive subscription licenses. You will ensure alignment with the overall Intelligent Automation and Customer Service GTM global strategy and support its successful execution.
You will be responsible for understanding the end-to-end business systems that impact a client's interactions with Pega, using these insights to enhance future sales opportunities through optimized pricing and licensing models. By providing relevant insights from these business systems, you will help create awareness, formulate strategies, and increase effectiveness within the GTM organization.
What You'll Do at Pega:
- You will work with a high-impact cross functional team and work directly with the leaders of the GTM organization to develop and deliver solutions in pricing and licensing strategy. Job responsibilities will include but are not limited to the following:
- Strategy Development: Develop and implement comprehensive contracting, pricing, and licensing strategies for Pega products that align with company goals and market opportunities. Building strategies that promote the growth and usage of Pega products while also driving clients to Pega’s as-a-Service offerings.
- Pricing Analysis: Analyze existing contracts, pricing, and licensing patterns to identify areas for improvement and recommend better ways to execute deals that result in long-term benefits for Pega. Detailed analysis on different entitlement constructs as well as understanding term vs subscription based license models.
- Sales Support: Work with the Sales and Business Officer teams to optimize strategies and plays for deal execution, pricing and licensing tactics and approaches to drive sales growth.
- Best Practices: Harvest and package field best practices for building and optimizing pricing strategies.
- Rhythm of the Business: Operate a rhythm of the business where contracting, pricing strategies and outcomes are continuously reviewed to drive improvement.
- Cross-Functional Leadership: Collaborate with key partners including the Sales, Business Officers, Industry Markets and Enablement teams to ensure alignment and execution of contracting, pricing and licensing strategies.
- Performance Metrics: Establish and monitor key performance indicators to measure the effectiveness of pricing, licensing and contracting strategies and the health of the sales pipeline.
- Technical Knowledge and Enablement: Possess strong technical knowledge about Pega products and enable the field to be successful in implementing optimized contracting, pricing and licensing models.
How You’ll Measure Success:
- Define the Contracting, Pricing and Licensing Plan: Define the pricing and licensing business plan and support execution in collaboration with functional leaders to identify how improved contracting, pricing, and licensing strategies can help Pega achieve growth goals.
- Create Alignment: Establish alignment with functional teams to improve contracting, pricing, and licensing execution. Create a system of communication to stay on message, identify issues and opportunities, and create a more frictionless client experience end-to-end.
- Improve Outcomes: Drive larger adoption of Pega Cloud migration and net-new cloud subscription arrangements to simplify the overall pricing approach. Improve contracting, pricing, and licensing outcomes (e.g., increased sales pipeline, increased win rates, better margins, and increased ACV with existing clients).
Who You Are:
An intelligent, motivated, collaborative individual with exceptional communication skills and progressive experience in strategy, analytics, B2B SaaS, and pricing/licensing operations.
What You've Accomplished:
- Bachelor’s Degree, MBA preferred.
- Prior experience in Strategy or Pricing/Licensing Operations functions.
- Prior experience working at an enterprise SaaS business.
- Prior experience working in large enterprises responsible for operations.
- Prior experience providing business technology solutions to drive customer satisfaction and increased operational efficiency.
- Prior experience leading focused, high-performance teams.
- Master collaborator, ability to influence and build teamwork.
- Ability to successfully complete change management initiatives demonstrated through experience.
- Strong presentation skills and experience.
- Experience using analytics and data management in an Enterprise team environment, and in B2B environment.
Pega Offers You:
- Gartner Analyst acclaimed technology leadership across our categories of products
- Continuous learning and development opportunities
- An innovative, inclusive, agile, flexible, and fun work environment
- Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company
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Inclusion and Diversity – Inclusive is one of our values at Pega. Pegasystems is committed to inclusion and diversity and strives to foster a fair and inclusive environment for all. We believe Pega can achieve more when we create a culture that inspires each of us to fully contribute each and every day. We encourage diverse thinking and collaboration for better outcomes for all. Learn more about our inclusive culture.
We encourage candidates of all backgrounds and skillsets to consider opportunities at Pega. At Pega, we focus on the skills needed to be successful and we know that our employees can thrive even if they don't possess a traditional background. If you like the sound of this role, but are not sure if you are the right person, please consider applying. We would love to hear from you!
As an Equal Opportunity and Affirmative Action employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.
Accommodations – If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact us here or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.
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