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Pricing Analyst

Santa Clara, CA

Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.

Summary:

The role of Pricing Analyst will support the Pricing and Packaging organization, serving a cross-functional role in developing, optimizing and monitoring how Druva products are priced for customers and partners and how Druva’s offering stands against competition from pricing perspective. 

The role will initially focus on highly collaborative projects, growing into longer-range pricing initiatives and optimization efforts. In all projects, the role will provide comprehensive analytical and operational support, taking day-to-day lead on specific initiatives.

Responsibilities:

  • Building out competitive pricing data analytics across all products and offerings using internal and external data sources
  • Developing clear pricing swim lanes for sales and partners based on the market understanding of Druva’s product offerings against competition
  • Partnering with Deal Desk to create well-defined strategy for winning opportunities (through Gross Margin, Deal Size, ASP analysis)
  • Executing changes to pricing frameworks, SKUs and operations to improve sales velocity, deal desk effectiveness, customer satisfaction, and customer success  
  • Developing innovative product bundles and promotions for target segments & partners 
  • Leveraging data to gather insights on program performance and reporting to leadership 
  • Engage in Requirements gathering, Testing & Roll-out activities for various pricing projects and initiatives
  • Ensure pricing, offers, messaging and creative is aligned through data gathering and analysis across customers, channels and partners
  • Work in liaison with globally spread-out team members and other functional teams such as Sales, Deal Desk, Product, Support teams, etc. as required 
  • Proactively recommend and drive improvements to existing processes and practices
  • Drive Root Cause Analysis for SKU/Price issues and provide solutions

What We Are Looking For:

  • BS/BA in a technical field with 3+ years of relevant experience with Cybersecurity SaaS vendors.  
  • Breadth and depth of understanding of commercial analytics in a B2B environment
  • Strong program management skills to drive multiple initiatives in a changing environment with limited supervision
  • Excellent Data and Financial Modeling skills- what-if scenarios, simulations, impact analysis and tying this to business/customer problems
  • A+ ability to successfully work across stakeholder teams and positively influence people across all functional areas of an organization
  • Attention to detail, highly organized and self-directed
  • Having a management consulting or similar background with experience in pricing and monetization strategies can be helpful
  • Understanding of Product-Led-Growth and Utility Pricing models will be a plus!

 

The pay range for this position is expected to be between $162,000 and $227,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time. 

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