Sr. Pricing and Business Planning Manager I

About HashiCorp

HashiCorp is an IBM Company that has transformed the ease with which global customers can develop operate and secure their application infrastructure. We build products and services such as Terraform and Vault that reduce complexity increase agility and provide critical application security. Hashicorp empowers companies large and small to innovate seamlessly across the cloud (AWS Microsoft Azure Google Cloud etc.) and on-premises environments to deliver new applications and growth at scale. As part of IBM we have the opportunity to drive expanded innovation and global impact through new security and infrastructure lifecycle management solutions that bring together the best of Hashcorp and the best of IBM.

About the Role

We are looking for a Sr. Pricing and Business Planning Manager in our business planning organization to oversee pricing packaging licensing and monetization strategies across core portions of the Hashicorp portfolio and capitalize on product synergies between Hashicorp and IBM software and services. You will partner closely with product leadership to influence the product roadmap and optimize long-term monetization potential. You will both develop and pressure test pricing proposals to ensure we have a durable revenue optimizing and implementable pricing structure. Additionally you will have the opportunity to lead strategic growth initiatives that address key challenges and opportunities across the portfolio identified proactively by the Business Planning team or the executive leadership team.

In this role you can expect to:

• 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 HashiCorps overall monetization strategy and business model framework

What youll need (minimum qualifications)

• 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
• Bachelors degree or equivalent experience in CS business or a related field
• Some travel required

Whats nice to have (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

#LI-Remote