Director of Services Pricing at Optiv Security

Posted in Other 29 days ago.

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Location: Denver, Colorado

Job Description:
Company Description
At Optiv, we're on a mission to help our clients make their businesses more secure. We're one of the fastest growing companies in a truly essential industry.
In your role at Optiv, you'll be inspired by a team of the brightest business and technical minds in cyber security. We are passionate champions for our clients, and know from experience that the best solutions for our clients' needs come from working hard together. As part of our team, your voice matters, and you will do important work that has impact, on people, businesses and nations. Our industry and our company move fast, and you can be sure that you will always have room to learn and grow. We're proud of our team and the important work we do to build confidence for a more connected world.
We are looking for an analytical and business-minded executive with experience in professional services to lead our pricing and margin management efforts for Optiv's Services segment, which includes Security Consulting and Security Operations.
This leader will build, maintain and manage world-class pricing capabilities in Optiv Security Services by:
  • Owning pricing and margin strategies, methodologies, processes, tools and reports to bring discipline, analytical rigor and visibility to our Security Services pricing
  • Working closely with senior executives and team members across Sales, Delivery and Finance to continuously optimize prices and maximize profits
  • Having a prominent seat at the table when pricing our largest and most complex deals

Job Description
Develop centralized pricing strategies, methodologies, guidelines, processes and tools for our Security Services business, which includes Security Consulting and Security Operations.
  • Work closely with Senior Management to define our pricing principles and approach, seeking to attain or exceed Optiv's profitability and strategic objectives
  • Develop and own pricing guidelines and processes, including the specific steps and tools that teams must follow to price a deal, as well as the levels of pricing authority of different stakeholders
  • Identify pricing best practices across our portfolio of offerings and ensure those best practices are communicated and embedded in pricing
  • Develop and maintain pricing tools (e.g., pricing model, pricing spreadsheets, pricing checklists)
  • Identify, define and prioritize any system or process changes required to optimize pricing
Roll-out Security Services pricing processes and tools, training teams as needed.
  • Train and onboard stakeholders as new pricing processes and tools are developed
  • Monitor progress of system changes required to optimize pricing and escalate issues when appropriate
  • Monitor process compliance and apply change management tactics to improve adherence as needed
Support our different Security Services Practices on both structural and deal-specific pricing decisions.
  • Help practices set and periodically refresh list prices based on evolving internal cost structures and industry competitive dynamics
  • Support the Deal Review board to price larger or more complex deals that require discussion and approval by Senior leaders, by helping teams prepare discussion materials and facilitating the discussion
  • Support practices on ad-hoc pricing needs (e.g., pricing one-off deals or new offerings)
Gather market pricing intelligence and adjust our Security Services pricing appropriately.
  • Continuously monitor the marketplace for any Security Services pricing trends or innovations that may generate challenges or opportunities for Optiv
  • Monitor specific pricing trends by region and offering, through quantitative and qualitative analysis, including historic pricing trends, competitive benchmarking and input from field Sales
  • Stay current with industry pricing structure through research and networking with industry experts
  • Make specific pricing recommendations to appropriately react or take advantage of pricing conditions
Track and monitor pricing and margin performance
  • Define KPIs to measure overall pricing and margin performance across practices and offerings
  • Measure the impact of price changes by making predictions before rolling-out new prices and then measuring reality to evaluate whether the pricing changes achieved the expected results
  • Continuously analyze pricing and margin performance to quickly identify new pricing opportunities or challenges, and generate actions to increase or protect profitability and strategic outcomes

Industry experience and functional knowledge
  • 3+ years of experience and track record of success in a pricing role within a professional services business
  • Experience setting list and target realized prices for professional services
  • Experience assisting sales in pricing large, complex multi-year deals
  • Up-to-date knowledge of how to price deals both in consulting services offerings as well as managed service offerings
Business and analytical capabilities
  • Strong business acumen, with a deep understanding of the Security Services business model, unit economics, and profitability drivers
  • Mastery in financial and business analytics, including experience with analyzing large datasets through business intelligence tools (e.g., Domo, Tableau, R Studio, Alteryx, Power BI, Qlik, etc...) and CRM systems (e.g.,
  • "General Manager mindset", with demonstrated ability to define and generate reports that capture true pricing and margin performance, and provide visibility to identify and prioritize actions
Leadership, process and change management capabilities
  • Strong leadership, executive communications skills, and ability to constructively debate with Senior Management and influence C-Level executives and peers
  • Experience in building new processes and continuously improving the effectiveness and efficiency of existing processes, including required systems and IT changes
  • Experience in successfully rolling-out and sustaining cross-functional initiatives
  • Strong project management with ability to lead multiple initiatives, all delivered on time and on quality
Behaviors and mindset
  • Commands respect and is persuasive and influential - can stand "toe to toe" with Sales leaders and Executives and influence with knowledge, confidence, and data driven recommendations
  • Inspires change - challenges the status quo and drives organizational change rapidly through establishing a sense of urgency and excitement in the organization
  • Biased to action - tends to quickly fix problems and test solutions instead of over-analyzing
  • Analytically curious - establishes an analytical culture, and a data- and market-driven approach to decisions

Additional Information
Why you'll love it here:
If you are seeking a culture that supports growth, fosters success and moves the industry forward, find your place at Optiv! As a market-leading provider of cyber security solutions, Optiv has the most comprehensive ecosystem of security products and partners to deliver unparalleled services. Our rich and successful history with our clients is based on trust, serving more than 12,000 clients of varying sizes and industries, including commercial, government and education. We have the proven expertise to plan, build, and run successful security programs across Risk Management, Cyber Digital Transformation, Threat Management, Security Operations - Managed Services and Identity and Data Management. Optiv remains committed to championing Diversity, Equality and Inclusion within our organization and throughout the industry.
With Optiv you can expect:
• Work/life balance. We offer "Recharge", a flexible, time-off program that encourages eligible employees to take the time they need to recharge
• Professional training resources, including tuition reimbursement
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remote/from home (where applicable).
Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.