Director, Pricing and Packaging Strategy

Description
Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Director, Pricing and Packaging Strategy to join our team. This is a hybrid opportunity based out of our Waltham, MA office.
Job Summary
The Director of Pricing and Packaging Strategy at Imprivata is responsible for developing, implementing, and optimizing product packaging and pricing strategies to match customer needs and to maximize revenue while ensuring market competitiveness. Imprivata primarily develops software for healthcare, but also packages services and hardware for full customer solutions. This position is accountable for Imprivata's comprehensive pricing operations, pricing insights and pricing sales readiness initiatives. Additionally, this role in partnership with finance, sales, product, and marketing teams will engage with leadership across the company to drive growth and optimize Imprivata's pricing strategies.
Duties and Responsibilities

• Lead, develop, and execute comprehensive pricing strategies aligned with the company's overall business objectives and market dynamics.
• Understand our customer needs and identify strategies and pricing models to create customer value through differentiated and competitive packaging and pricing.
• Conduct detailed pricing review and analysis to stay ahead of market trends, navigate the competitive landscape, understand customer segmentation, and product positioning.
• Work closely with our Deal Desk to monitor trends and measure effectiveness in real time.
• Collaborate with cross-functional teams including customer success, product, sales, renewals, finance, & marketing, as well as other stakeholders, to implement proactive strategies that ensure alignment to business goals.
• Utilize data-driven insights and pricing analytics to identify opportunities for margin improvement and pricing adjustments.
• Implement pricing tools and systems to streamline processes and improve effectiveness.
• Lead a cross-functional Pricing Committee - to establish pricing policies, plans, guidelines, and governance to maintain consistency and integrity in pricing practices.
• Ensure compliance with regulatory requirements related to pricing disclosures.
• Monitor pricing metrics to assess effectiveness of strategies and initiatives.
• Partner with finance, business operations, and sales operations to introduce new SKUs.
• Communicate and train sales teams to implement pricing strategies.
• Provide thought leadership and insights on best practices.
• Other duties as assigned and required.

Required Qualifications

• 10+ years of related business experience with a bachelor's degree or 7+ years related Business experience with a master's degree in product management, product marketing, business strategy, pricing, or related experience.
• Experience working with Perpetual, Term License, and SaaS business models; including migration to SaaS models.
• Experience leading pricing in platform software companies combining multiple products, services, and hardware.
• Experience working with global companies, with both channel and direct go-to-market systems.
• Deep understanding of pricing principles, methodologies, and best practices in the software industry.
• Excellent communication and leadership skills with the ability to influence and collaborate across all levels of the organization.
• A proven history of working across diverse team members to define and implement critical initiatives.
• Strong analytical skills with proficiency in data analysis and modeling.
• Analytical thinker with the ability to translate complex concepts into actions.

This position offers a total compensation range of $232,000.00 to $260,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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