Senior Manager, Pricing Strategy

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every box - we’re looking for lifelong learners and people who can improve us with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

Okta is seeking a world-class Pricing Strategist to identify and drive business growth strategies across the portfolio. This lead will drive the creation of monetization strategy proposals, application of new monetization models, list to net price optimization strategies and models, identification, and pursuit of new go-to-market growth strategies, quantitative market research and analysis, customer and field validation for innovation launches and updates at Okta. They will drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize. 

This role requires strong cross-functional executive collaboration and influence along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will work across Sales, Go-to-market & Product leadership teams to determine the right channel pricing strategy, best list to net price optimization strategies, and plans as we launch innovations. They will drive and maintain the monetization strategy roadmap and work with product management and business operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this lead will be responsible for driving the change management and alignment to ensure that the proposal lands successfully with the field and customers. 

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful person in this role will have a combination of skills across product strategy & management, customer research and market insights, business strategy, analytics, program management, communication, influencing, and collaboration.

Core responsibilities will include:

• Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue
• Drive list to net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market
• Develop deep expertise in how customers perceive value from Okta’s products, and how they perceive the product concerning competitive offerings
• Develop pricing proposals for new product introductions, and refine pricing for existing products based on product, customer, and field inputs, internal deal data, and qualitative and quantitative market research 
• Drive willingness to pay for research via customer and 3rd party surveys, customer and prospect interviews, and internal data analysis
• Research, document, and  synthesize competitive offerings and pricing of such
• Work closely with leaders in the Sales, GTM, Product, and Product Marketing teams to craft new packaging and pricing strategy proposals for new and existing product innovations
• Collaborate closely with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions.
• Develop content for Okta’s official pricing website, and with with Digital team to ensure proper localization
• SME support for pricing enablement and training content for the sales and renewals teams to help best position pricing conversations with customers
• Provide targeted in-deal support to the sales team to assist in strategic precedent-setting opportunities

Required Skills:

• Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 5+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company
• 2+ years in a value-based monetization/pricing strategy role, applying willingness to pay methodologies, ideally at a SaaS or enterprise software company
• Strong analytical background with experience using analytics, BI, and CRM solutions (e.g. Tableau, Salesforce, G sheets, Excel).
• Excellent written and verbal communication skills, ability to synthesize and articulate insights, and align diverse stakeholders on pricing recommendations
• Ability to quickly grasp new product concepts across a variety of technologies, consistently apply critical and structured thinking to new areas
• Action-oriented to solve problems and get a lot done in short timeframes
• Demonstrated leadership experience driving complex, cross-functional initiatives
• Exceptional communication and collaboration skills across all levels of organization

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