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ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
statistical analysisfinancial modelingmarket researchqualitative researchquantitative researchpricing strategylicensing structuresdata synthesiscustomer behavior simulationscenario analysis
Soft Skills
communication skillsleadership abilityattention to detailproblem-solvingability to simplify complex conceptsupward influencingdriving consensuscomfort with ambiguitycross-functional collaborationpresentation skills
Tools & Technologies
ExcelCRM softwaredata analysis toolsmarket research toolssales enablement toolsproject management softwarebusiness intelligence toolsstatistical softwarepresentation softwarecollaboration platforms
Certifications & Qualifications
MBAManagement Consulting certificationPricing Strategy certificationData Analysis certificationMarket Research certificationProject Management certificationSales Training certificationLeadership certificationFinancial Modeling certificationBusiness Analysis certification
Industry Keywords
B2B salesenterprise softwarepricing methodologiesdeal structuresdiscounting methodologiesmarket penetrationcustomer fulfillmentsales playsmatrixed organizationcross-functional feedback
About the role
Key responsibilities & impact- Develop and present business-cases that articulate the strategy and return-on-investment in order to acquire and incorporate cross-functional feedback and ultimately achieve executive approval
- Develop innovative pricing / licensing structures for large/strategic b2b deals
- Support Enterprise Sales team with product sizing, custom pricing and licensing needs
- Collection, synthesis and analysis of industry and competitor data
- Develop and conduct qualitative customer research
- Design and complete quantitative market research including one or more of the following research methods: Build-Your-Own Conjoint, Discrete Choice Conjoint, Gabor-Granger
- Perform statistical analysis on empirical data (sales, usage, etc)
- Develop financial models that simulate customer behavior and project costs to complete scenario analysis that estimates the impact of the proposal on market penetration, company revenues and margin
- Define and drive product requirements for product roadmap and future releases to address customer needs related to the business model strategy
- Plan and coordinate operational activities required for execution, including the development of excel-based tools to facilitate the quoting and customer fulfillment process
- Set guidelines for direct sales, develop sales plays and training as appropriate
- Complete post-mortems to ensure proposals are successful and/or refine.
Requirements
What you’ll need- MBA and/or 5+ Management/Strategy Consulting experience or Pricing/Packaging strategy experience
- Understanding of Enterprise / b2b software sales processes – pricing, deal structures, discounting methodologies
- The ability to simplify the complex, quickly define core problem and frame the solution approach
- Attention to detail balanced by comfort with ambiguity
- Excellent slide-writing, communicating, and upward-influencing skills
- Strong EQ and leadership ability
- Experience driving consensus in a large matrixed organization is an advantage.
Benefits
Comp & perks- Comprehensive benefits programs
- Professional development opportunities