Senior Manager of Pricing Strategy, Okta
Business Operations
$134-226k
Salary dependent on location
Management platform securing resources from cloud to ground
Job no longer available
Management platform securing resources from cloud to ground
1001+ employees
Job no longer available
$134-226k
Salary dependent on location
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Diversity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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