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Director, Pricing and Licensing

Company: Verint Systems, Inc.
Location: Boise
Posted on: September 24, 2022

Job Description:

At Verint, we believe customer engagement is at the core of global brands. Our mission is to help organizations discover opportunities scarcely imagined by connecting work, data, and experiences enterprise wide. We hire innovators with the passion, creativity, and drive to answer constantly shifting market challenges and deliver impactful results for our customers. Our commitment to attracting and retaining a talented, diverse, and engaged team creates a collaborative environment that openly celebrates all cultures and affords personal and professional growth opportunities. Learn more at www.Verint.com.

This is a managerial and an active individual contributor position to execute Verint's Pricing and Licensing Vision, which is to: Deliver value-based pricing, and an easy-to understand, flexible licensing model, to accelerate customer and partner justification of their investment in Verint solutions, and to form mutually beneficial partnerships, whether in the cloud or on-premises.

The Director, Pricing and Licensing is primarily responsible for developing and executing the end-to-end pricing & licensing strategy for Verint, including price setting, licensing models, price promotions/packaging and discount guidance.

The position must work extensively with a virtual team, across various departments, to develop and create pricing and licensing models, for on-premises and cloud deployments. The models must meet internal requirements while maintaining Verint's external competitive market positioning requirements. The position must communicate pricing to sales, assist in sales cycles, maintain necessary systems, information portals and tools, analyze pricing patterns and supervise a small team.

Responsibilities include:

+ Pricing Modeling

+ Work with Product and GTM stakeholders to create and implement licensing strategies and pricing models for products and services across product lines. Balance external competitiveness with internal revenue and margin requirements. This includes conducting pricing competitive analysis as necessary and understanding product value proposition and positioning strategies.

+ Develop and secure approval from Executive Pricing Committee for subscription pricing models for SaaS and on-premises Term, different customer scenarios, including new, existing, direct, indirect, OEM, global currencies, and transitions from one model to another.

+ Understand product positioning, product usage and review pricing models and changes

+ Analysis: Conduct and commission pricing studies, including competitive market positioning, win-loss, and price elasticity analyses. Work with Finance and GTM to analyze and report on performance of pricing.

+ Develop pricing materials, requirements, and tools to help the field adopt pricing models.

+ Pricing Operations and Processes

+ Represent Pricing in evaluation and implementation of new systems and processes such as CPQ, SRMS

+ Interact with the senior leadership team to determine licensing strategy, priorities, sales quoting processes and systems and to provide regular visibility of progress

+ Propose licensing models and pricing metrics and work with Product House to ensure match with product licensing, usage reporting and fulfillment mechanisms.

+ Work with Legal to secure approval for easy to understand and measurable definition for licensing Unit of Measure relevant for each product.

+ Work with Finance, Sales Admin and Procurement to ensure that the offerings and new items requests are correctly categorized by license type and product category for revenue recognition, reporting purposes and for proper customer billing and royalty payment tracking purposes.

+ Recommend and institute appropriate discounting levels and approval control matrices.

+ Communicate and coordinate changes with partner sales teams and systems.

+ Work cross-functionally to manage the licensing process, reducing complexity and ensuring customer satisfaction.

+ Supervise Pricing Analyst position and associated activities and deliverables.

+ Sales - Customer Assist

+ Work with sales to assist them in developing optimized deal structures for new, existing, and transitioning customer opportunities.

+ Respond to inquiries about pricing from internal stakeholders and industry analysts.

+ Analyze pricing and discounting practices, including volume and type of transactions. Present trends and recommendations.

Minimum Requirements:

+ 12 years of experience with enterprise business software / SaaS in product marketing, business planning or sales operations.

+ 3 years of demonstrated experience and understanding of different software pricing and licensing models for both cloud and on-premises deployments.

+ A 4-year college degree in a related field or the equivalent years of work experience.

+ Effective problem solver with strong business acumen, creativity, and analytical skills

+ Advanced skills in Microsoft Excel and PowerPoint

+ Exceptional interpersonal, oral, and written communications abilities.

+ Effective at interacting with a wide range of audiences including, sales, finance, legal and executive-level stakeholders.

+ Strong collaboration skills with the ability to influence and work effectively in a matrix environment to solicit support and resolve conflicts.

+ Ability to travel up to 20%.

+ Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, credit, OFAC and NSSS.

Preferred Requirements:

+ Familiarity with Salesforce.com, Oracle, or similar systems, Configure, Price and Quote (CPQ) and Subscription Revenue Management Systems (SRMS)

+ Familiarity with Microsoft SharePoint

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Keywords: Verint Systems, Inc., Boise , Director, Pricing and Licensing, Executive , Boise, Idaho

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