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Director, Strategic Pricing


Reston, VA, US

Req ID:  1441
Level of experience:  Executive
Remote:  No
Travel Required:  0%-25%

Ellucian designs technology that powers the educational mission of colleges and universities around the world. Inspired by that goal, Ellucian employees thrive as part of a high-performing global team committed to delivering a modern, connected, industry-leading experience for today’s students and higher education institutions. More than 2,500 institutions in 50 countries around the world look to Ellucian for the ideas and insights that will move education forward, helping people everywhere discover their futures through learning.



Director - Pricing Strategy

As a Director of Pricing Strategy, you will oversee company strategy development and execution.  You conduct market research into considerations and innovative approaches to pricing and packaging within the software industry to develop pricing strategies and support the execution of effective pricing processes and models.  Reporting to the Vice President, Market Strategy, this individual will be a core contributor to building an effective overall market strategy by understanding the market context, competition, technology and other trends, and using this insight to set pricing and packaging strategies that helps drive successful sales and strong customer relationships.  In addition to forming pricing strategy, this individual will work closely with cross-functional teams at the HQ, Division, and Global region level to coordinate execution of pricing and packaging programs. This role is data-oriented, biased for action, and focused on driving innovation and change via key initiatives and programs.

You will leverage your experience with financial modeling, quantitative analytics, and statistical problem solving skills to create software packages and pricing models to capture new business and retain existing customers in a complex global marketplace, and provide the field teams and deal desk with intuitive tools and processes to deliver pricing excellence. As a partner and collaborator to product managers, you will provide insight and guidance for designing to the product team to enhance their understanding of pricing policies and strategies as it applies to Ellucian’s products and solutions.

Additional responsibilities may include: 

  • Monitor trends in sales and the market and draw conclusions about performance in order to recommend improvements to pricing strategies and tactics.
  • Analyze multiple variables such as customer segmentation, geographic diversity, diverse sales channels and systems capabilities when developing targeted pricing opportunities.
  • Develop financial models in designing packaging and pricing to ensure competitive position in market.
  • Support requests from partner groups required to drive and deliver the best customer and employee experiences, while delivering customer and revenue growth.
  • Balance business objectives while supporting product and sales teams, often on an individual case basis.
  • Act as a subject matter expert, supporting marketing, product management, services and sales teams.
  • Translate business needs into analyses that provide insight, knowledge, and understanding of customers, products, and industries.
  • Assist with maintaining and improving ongoing initiatives, analyses, and reports.

Essential qualifications: 

  • Proven ability to excel individually as a strategic subject matter expert while also managing and motivating a team
  • Bachelor’s Degree in business, finance, statistics, marketing, or a related discipline
  • 10-15 years of experience finance, product marketing, or product management within software or related industries
  • A minimum of 5 years pricing, modeling, and analysis experience with a diverse, globally distributed product portfolio
  • Financial and business acumen with strong modeling and analysis skills
  • Excellent written, oral and interpersonal communication skills
  • Ability to engage employees at all levels to clearly articulate complex processes and policies
  • Strong working knowledge of Microsoft Excel and Power Point

Additional qualifications:

  • Previous experience in an operationally oriented or strategic planning role in a SaaS business
  • Prior experience working in a cross functional role across geographic and divisional boundaries
  • Demonstrated track record of driving performance improvements and working closely with sales, marketing, and product management organizations
  • A firm understanding of business operations and strategy to develop and/or evaluate business case proposals and value propositions for the pricing of new products and/or the re-pricing of existing products across different geographic markeCapacity to make timely decisions, build consensus, and drive execution with a complex subject matter


  • Prior exposure to pricing models for SaaS companies
  • Ability to work collaboratively, view different perspectives, and rapidly distill information, trends, and directional goals
  • Advanced degree in business, finance, statistics, marketing, or a related discipline
  • Project management skills
  • Exposure to sales operations and commercial workflows within a multinational company
  • #LI-JM1



Career Function : Sales/Sales Operations 

Career Level : Executive 

Hiring Manager Name: Jim Letsky 

Recruiter Name: Jake Meer 

Employee Class: Regular Employee 

Remote: No 

Travel Required: 0%-25% 



Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.

Nearest Major Market: Washington DC