Senior Director, Pricing Program

Crisis24•Annapolis, MD

23d

About The Position

Crisis24, a GardaWorld company, is widely regarded as the leading integrated risk management, crisis response, consulting, and global protective solutions firm, serving the world's most influential people, disruptive brands, and prominent organizations. Championed by our advanced Global Operation Centers and our skilled team of intelligence analysts, we offer highly specialized services, security and consulting, with the technology and AI to power it all across the globe. At Crisis24, we go beyond mere employment; we pave the way to a realm where your skills become instrumental in shaping global security, guiding clients through a multifaceted and challenging landscape. Your journey with us will be deeply fulfilling, driven by a powerful sense of purpose and accomplishment. Within our thriving environment, you'll discover abundant chances for both personal and career advancement. Seize this moment to push your limits, broaden your expertise, and elevate your professional journey to unprecedented levels. Join the Crisis24 team today and be a part of something extraordinary where growth and impact converge. More information is available at www.crisis24.garda.com The Senior Director of Crisis24 IRM’s Pricing Program is the central resource to ensure that our pricing and deal structures are a balanced approach to growing and retaining customers and revenues; while also ensuring we maximize profitability and revenue, as aligned to our corporate strategies. This role will require: Strategic thought leadership and participation in structuring pricing and protective language in unique opportunities (in particular channel partners). Understanding and ensuring the broader eco-system of contracts (Term & conditions, special terms, descriptions, SOW required added language, CPQ, billings, etc. are properly included and represented in any change/modifications to the pricing program To perform this role to its utmost value to Crisis24, requires in-depth knowledge of our cost structures, contract terms, product and services costs, and corporate margin targets. It requires excellent analytical skills, and strong cross-functional collaboration between Leadership, Product, Sales, Account Management and the Finance team.

Requirements

Proven expertise in pricing strategy development and deal structuring.
Strong understanding of contract terms, SOW requirements, and CPQ systems.
Advanced analytical and financial modeling skills with margin optimization experience.
Ability to lead cross-functional collaboration across Sales, Finance, Legal, and Product teams.
Proficiency in Salesforce CPQ and Excel-based pricing tools.
Excellent communication and negotiation skills for complex pricing scenarios.

Responsibilities

Pricing Strategy Development:
Participate as a member of pricing collaboration (Pricing Committee) to enhance pricing strategies and their instrumentation through our pricing tools (both through CPQ and the preliminary spreadsheets).
Drive oversight of the Pricing Program, its components and needed adjustments, including:
Defining pricing structures to meet corporate goals for margin protection and growth
Assisting in implementing changes to the Statement of Work templates to align with legal requirements, product packaging, management of the SKU library
Providing requirements for the CPQ (Quote and Pricing tool) in Salesforce
Providing requirements and overseeing changes to any standard pricing Excel workbooks used to assist Sales and Account Management in driving business
Serve as the expert in the broad-reaching impacts and dependencies for decisions on pricing, legal implications, SOW requirements, and potential impacts sales and account management efficiencies.
Own and manage any rollout of price changes, or price program changes, ensuring alignment to contractual obligations of price changes, a pre-enablement for sales and account management before change are implemented or communicated to customers
Drive collaboration and provide analysis and assistance to sales for the ultimate success of our go-to-market strategies, ensuring profitable growth, and enabling our sales and channel teams to close high-impact opportunities.
Collaborate with Alliance and Channel team to guide them in developing strategic pricing structures for consistent structure to drive efficiency in billing and management of partner programs
Partner with finance, product, and marketing teams to design data-driven pricing models that maximize revenue and margins.
Assist Finance in the review of proposed deal structures
Analyze requested changes to price or pricing program, making recommendations of changes, taking a holistic view of impact across down-stream functions
Deal Structuring and Execution:
Assist sales and finance in creative and strategic deal structuring for both direct sales (new and existing customers) and channel sales opportunities.
Cross-Functional Leadership:
Work across various functional teams for the design and execution of pricing strategies.
Act as a key liaison between sales, finance, legal, operations, and product teams to ensure seamless execution of pricing strategies and deal approvals.
Drive collaboration to resolve deal-related challenges and deliver timely, scalable solutions.
Quote-to-Cash Optimization:
Participate in the instrumentation of pricing strategies within established quote-to-cash systems.
Ensure the seamless integration of tools, processes, and systems to streamline deal desk operations and improve efficiency.
Margin and Revenue Optimization:
Identify opportunities to enhance margins through innovative deal structures and disciplined pricing strategies.
Monitor and analyze deal performance metrics to identify trends, insights, and areas for improvement.
Information Security
Protect the data and systems of Crisis24 and its stakeholders by adhering to policies, reporting incidents and potential problems, completing regular training, and identifying opportunities for improvement.