Principal, Strategic Pricing Services

Ricoh Americas Holdings

About The Position

The Principal, Strategic Pricing Services develops and executes strategic pricing policies for internal and third-party offerings, using market intelligence and competitive research. The role partners with Product Operations, Analytics, Sales, Finance, and Marketing to align pricing models with commercialization, service delivery, and portfolio objectives, and presents scenario analyses and market impact assessments to executive leadership. The position researches, benchmarks, develops, and implements competitive services deal structures, contract documents, and proposal strategies across customer segments. It catalogs deal-structure options and develops training materials to help field sales and finance teams position offerings effectively. The role owns pricing strategy aligned with Ricoh’s Services portfolio and strategic direction, aiming to help retain, expand, and acquire customer alliances. The Principal manages an agile deal-strategy roadmap and benchmarks how Ricoh proposes, negotiates, and transacts business across customer segments. The role uses ongoing stakeholder input to adapt to market conditions and customer acquisition needs, while establishing pricing governance, supporting system integration, and driving continuous improvement.

Requirements

Bachelor’s degree in business, finance, or economics.
At least 5 years of experience in strategic pricing, market analysis, or commercial operations, including multinational experience.
Direct experience with XaaS, services and software subscription frameworks, systems integration, and governance practices in services marketplaces.
Proven track record supporting a large services portfolio, services growth, and organizational transformation.
Detailed finance and accounting knowledge, including revenue and cost recognition practices and guidelines, profitability assessments, and variable-cost and risk analysis.
Familiarity with leasing partners and financing practices.
ERP system reporting background, preferably Oracle/OBIEE.
Expert-level Excel skills, including advanced analytical formulas.
Previous ownership of strategic services pricing strategy development and governance.
Market research and executive engagement skills.
Analytical rigor and cross-functional collaboration skills.

Nice To Haves

Master’s degree.
TSIA Pricing Strategy certification.
SAFe Lean Portfolio, PPS certification, or other Agile Portfolio credentials.

Responsibilities

Evaluate current services pricing frameworks and identify opportunities for improvement.
Design and implement strategic pricing policies for services and solutions using market intelligence and competitive research.
Align pricing models with service delivery and commercialization goals across channels, customer segments, and markets.
Establish an ongoing cadence for reviewing and adjusting pricing as market conditions require.
Benchmark pricing against industry standards and competitors to maintain competitive positioning.
Identify and communicate opportunities and threats in customer segments and markets, and recommend strategic adaptations.
Monitor pricing trends, regulatory changes, and customer buying behaviors.
Build and maintain price-modeling frameworks, including elasticity studies and scenario planning.
Model the financial effects of pricing decisions on revenue, margin, and customer lifetime value.
Oversee integration of pricing systems with CPQ, CRM, and analytics platforms.
Establish governance processes for pricing changes, escalations, and compliance.
Partner with Product Operations, Sales, Finance, and Marketing to align pricing strategies with portfolio objectives.
Present scenario analyses and market impact assessments to executive leadership.
Solicit and incorporate feedback from customers, field teams, partners, and other stakeholders to improve profitability and market fit.
Drive continuous improvement using TSIA best practices and Scaled Agile principles.
Develop training modules for sales and finance teams on pricing frameworks and deal structures.
Promote a value-based pricing culture as a pricing ambassador to internal stakeholders.
Develop and manage competitive services deal structures, contract documents, proposal strategies, and an agile deal-strategy roadmap across customer segments.