• Director, Pricing & Product Strategy

    Location US-TX-Austin
    Job ID
    # Positions
    Position Type
    Business Group
  • Overview

    SolarWinds is a leading provider of IT infrastructure management software. Our products give organizations worldwide, regardless of type, size, or IT infrastructure complexity, the power to monitor and manage the performance of their IT environments, whether on-premise, in the cloud, or in hybrid models. We combine powerful, scalable, affordable, easy to use products with a high-velocity, low-touch sales model to grow our business and to do so in a way that generates high levels of profitability.


    With a broad portfolio spanning over 50 products and over 250,000 customers across multiple business units and geographies, managing data and delivering insights to our business is complex. The Business Analytics team was established to help our executive team and team members across the organization use data to understand ongoing performance and identify opportunities for growth. Following our recent IPO, we are positioning ourselves for our next phase of growth, and we are seeking individuals to help drive the strategies to deliver it.


    We are currently seeking a Director of Pricing and Product Strategy. This individual will partner with our marketing, sales, and product teams to provide leadership in the advancement of market-driven pricing strategy across the Solarwinds product portfolio.


    The Director, Pricing and Product Strategy will play a key role in building best-in-class pricing strategies and helping to support and drive the overall strategy and positioning for SolarWinds’ product portfolio. Based in Austin, this highly visible role will directly support our senior leadership teams across product strategy, product management, marketing, and sales. 


    As a member of the Business Analytics team and broader Finance team, the individual selected for this role will join a team that functions much like an internal consulting group. Our team is comprised of data-driven problem solvers responsible for translating terabytes of data into actionable insights while driving continuous improvement across the organization. We have experience across diverse analytics disciplines, including web/online analytics, marketing and sales analytics (including various attribution modeling approaches), sales operations, and predictive analytics, and we have a talented data enablement team that helps support an ever-increasing array of analytics tools and infrastructure. We are seeking a talented individual to join us and extend our pricing capabilities to directly influence enterprise-wide strategy.


    Specific responsibilities:

    • Partner with product, marketing, sales, finance, and accounting to lead development of pricing strategies that maximize value across our entire product portfolio, including new product launches and structural price changes in both perpetual license and SaaS business models
    • Develop and maintain financial models to inform leadership teams about pricing impact to overall performance; provide regular updates to executive team on pricing strategy and impact
    • Collaborate with sales leadership to monitor and improve sales team discounting; develop guidelines and approvals approach in concert with our CRO to maximize revenue realization
    • Help define customer segmentation according to buying behavior, and conduct analysis across customer segments to drive recommendations for pricing, promotion, and discounting strategies
    • Participate in corporate development / M&A to develop pricing models for potential acquisition targets
    • Conduct market and competitive analyses to inform positioning and strategy for individual products and overall SolarWinds brand
    • Lead consulting engagements with external firms to augment capabilities within the organization
    • Challenge leaders on established beliefs and potential alternatives in constructive, collaborative manner


    • Prior pricing experience, preferably within a corporate pricing group, management consulting environment, or similar financial discipline
    • Prior experience in developing primary research to inform analysis and strategy (e.g., Affinova/Nielsen product and pricing testing, Van Westendorp methods, conjoint methods)
    • Strong written and oral communication skills – able to build strong cross functional relationships, lead engagements, and challenge leadership constructively
    • Ability to manage multiple complex projects and work with a sense of urgency
    • Prior experience in software/IT a plus; specific SaaS pricing experience a plus
    • Experience with advanced statistical platforms a plus (R, Python, etc.)
    • Bachelor’s degree in Mathematics, Economics, Business, Finance, or other quantitative discipline; graduate degree preferred


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