Senior Director Pricing Transformation & Performance

HP•Spring, TX

About The Position

HP’s Global Pricing Operations team supports and enables HP’s future of work strategy. We are on a journey to move our multi-billion-dollar Pricing operation to a market leadership position. To that end, we are evolving our Pricing organization and establishing key roles needed to accelerate revenue and margin growth aligned to best in class industry standards. We are seeking a Senior Director leader of Pricing Transformation, Execution and Performance. This role will report to the VP - Global Head of Global Pricing and Deal Management. This leader owns the Pricing Transformation agenda—elevating pricing from an operational function to a strategic lever that accelerates revenue and margin growth—while remaining accountable for end-to-end execution and performance outcomes. The role brings to life HP direct/indirect pricing strategies in partnership with Categories (Category leads – this leader pressure tests & translates), driving pricing initiatives, and continuously measuring, tracking, and improving pricing performance through better use of Pricing Data, AI, and Analytics. This is a high-visibility role that collaborates cross-functionally with Category, Sales & Pricing Analytics to drive a data-informed approach to pricing. The ideal candidate combines deep expertise in GTM, Category, pricing strategy, a strong command of financial and commercial analytics, and the ability to translate insights into actionable business initiatives.

Requirements

Executive leadership
Deep strategic pricing expertise, Category and/or business management expertise
Strong analytical & AI/data acumen
Exceptional communication & influencing skills; ability to drive strategic change
Financial literacy and P&L orientation
Focus on talent development
Change Orientation- Effective at leading and driving organizational change
Education: -Bachelor’s degree in Economics, Finance, or a related field; MBA or advanced degree strongly preferred.
Experience: -10+ years of experience in pricing, deal desk operations, Category management, or commercial business management /analytics or business Finance inclusive of people leadership.
Build (establish the operating foundation)
Design and run the strategic pricing operations operating model (E2E process, governance forums, policy/SOP standards, controls, escalations), aligning Sales, Category, Finance, and Legal on executable guardrails and compliance.
Provide enterprise leadership for global/regional Deal Desk and deal governance—defining decision rights, approval matrices, pricing guardrails, and SLAs; coach leaders and drive consistent policy application across markets.
Own operations workload planning, capacity management, and org design for Pricing Ops (demand signals, forecasting, staffing models, role/skill segmentation), ensuring quarter-end readiness and productivity improvements at scale.
Build and develop a strong pricing leadership bench (org design, hiring profiles, manager coaching, succession planning), creating clear career paths and performance standards that sustain transformation and operational excellence.
Scale (standardize, automate, and expand adoption)
Set strategy and lead delivery for CPQ and pricing systems (multi-year roadmap, investment/budget advocacy, release governance, UAT, adoption), integrating with CRM/ERP to standardize quoting, discounting, bundling, and approvals.
Establish enterprise pricing data governance (price books, customer/product hierarchies, deal attributes, master data quality), improving trust in reporting and enabling consistent decision-making across regions, channels, and BUs.
Lead change management for new ways of working (stakeholder alignment, communications, training, adoption measurement), influencing senior leaders across Sales, Finance, Category, and Operations to drive sustained behavior change.
Transform (advance decision-making with analytics, ML, and AI)
Stand up and scale analytics-driven pricing capabilities (segmentation, elasticity, waterfall/mix, competitive intelligence), including executive scorecards and a governance cadence that converts insights into prioritized actions and measurable outcomes.
Sponsor and operationalize machine learning / AI use cases that improve pricing decisions (price guidance, discount recommendations, deal scoring, anomaly detection), ensuring responsible controls (monitoring, bias/quality checks, explainability) and adoption by Deal Desk and sales leadership.
Lead end-to-end pricing transformation programs from strategy through execution—modernizing operating model, data foundations, and tooling; manage cross-functional workstreams and benefits tracking to deliver sustained margin/price realization and cycle-time improvements.

Responsibilities

Pricing Transformation (Strategic Lever): Own the pricing transformation roadmap to shift pricing from an operational process to a strategic enterprise lever. Define the target state (operating model, governance, capabilities, and enabling tools/data), align stakeholders across Category, Sales, Finance and Operations, and drive adoption that delivers measurable revenue and margin impact.
Strategic Pricing Enablement: Collaborate with Category leadership to co-develop, pressure-test, and refine category-specific pricing strategies, translating these into clear, actionable requirements and guardrails for Pricing Operations at the global, regional, market, and customer segment levels.
Execution & Performance Measurement: Drive and oversee strategic pricing initiatives with clear ownership for in-quarter execution and performance outcomes. Establish an operating cadence to monitor adherence and impact, leveraging pricing data, artificial intelligence, and advanced analytics to track, explain, and improve pricing performance.
End to End Collaboration: Act as the primary interface between Category teams, Pricing Analytics and Pricing Operations, ensuring alignment on strategies and operational requirements.
Responsible for delivering Pricing Requirements SOPs to Operations teams to ensure teams have clear goals and deliverables tied to Category strategy and in-quarter priorities.
Collaborate closely with Pricing operations leadership to train stakeholders on pricing rationale and monitor deal desk adherence to pricing strategies defined by Category.
Work closely with Bid Desk and Opportunity Consulting leaders to guarantee that daily pricing actions and decisions reflect go-to-market priorities, including market share, margin, and revenue goals at both market and country levels.
Data-Driven Decision Making: Foster a culture of data-informed pricing decisions by collaborating across Category, Sales, and Pricing Analytics teams to derive actionable business insights from financial and commercial analytics and work to ensure those insights are available to the deal desk and opportunity consulting team.
Transformation Governance & Change Management: Stand up and lead cross-functional governance (decision forums, standards, and change control) to scale pricing ways of working. Build and execute a change management and communications plan that drives adoption across pricing operations, deal desks, and commercial teams.
Framework Creation and Implementation: Lead the development and rollout of scalable pricing frameworks, providing clear strategic guidance to operations teams to drive profitable growth and expand market share. This includes Category driven margin frameworks and guidance including cross BU margin models.
KPI Reporting & Action Planning: Develop and manage executive-level pricing performance and transformation scorecards, ensuring clarity and alignment with Category & BU strategic financial objectives. Translate insights into prioritized actions, owners, and timelines; track benefits realization (e.g., margin, revenue, mix, and compliance) through delivery.
Continuous Improvement: Stay current with pricing trends, tools, and best practices. Continuously identify opportunities to enhance deal desk pricing sophistication, automation, and supporting analytics infrastructure.