VP of Commercial Models and Pricing Governance

F5•San Jose, CA

8d•Hybrid

About The Position

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive. F5 is looking for an experienced, collaborative, and customer-focused leader to drive strategy and execution alignment for F5’s business model transformation to recurring revenues. As the VP of Commercial Models and Pricing Governance at F5, you will be responsible for defining and managing the lifecycle of a standard set of buying programs and licensing models to accommodate the diverse portfolio of F5, operationalizing and scaling those buying programs, accelerating speed at which new F5 offers are included into those buying programs, and setting the strategy and guardrails for offer monetization across the entire F5 portfolio. Collaborating with other leaders, you will establish a flexible commercial architecture to unify and simplify customers’ commercial experience across the F5 portfolio. Come join a company that is navigating multiple transformations at once, including from a predominantly on-premises perpetual hardware vendor to a leader to multi-cloud software and services. F5’s application security and delivery technologies empower the world’s largest organizations to delivery extraordinary digital experiences, across on-prem, hybrid, multi-cloud, and edge environments. Our product portfolio spans purpose-built hardware to software appliances to SaaS and managed services. We aspire to enable our customers to flexibly consume our world-class capabilities wherever they are needed. You will work closely with senior leaders from across the organization, including Sales, Finance, Technology Services (IT), Legal, Customer Success, and our multiple Product Groups. This role requires a deep knowledge of technology commercialization, licensing and pricing and experience with technology business transformation to recuring models. The ideal candidate would have hands-on experience with a technology company transition from traditional perpetual to a subscription / recurring business model and expansion of a hardware portfolio to software and SaaS.

Requirements

Hands-on experience with HW to SW and perpetual to recurring business model transformation.
Communications skills - ability to communicate complex, multi-dimensional concepts and issues in simple, audience-appropriate language.
Demonstrates effective team dynamics, conflict resolution, mentoring, and servant leadership skills.
Outstanding listener, great presenter, terrific interpersonal and communication skills with strong ability to influence people at all levels and in various functions
Strong teaming skills: positive teammate, good team builder, experience to bring together diverse views, highly collaborative.
Demonstrated ability to think strategically and analytically.
Ability to lead in a constantly evolving environment, manage multiple priorities and ambiguity.
BA/BS degree required, preferably in a technology- / engineering-related field.
Experience working in a similar role in an enterprise technology company.
5+ years leading teams and partnering with Sales, Product and Finance organizations to construct large and complex deals for customers.
15+ years in Product Management or related field.

Nice To Haves

MBA preferred.

Responsibilities

Design and lifecycle management of a standard set of buying programs and licensing models, aligned with F5 strategy (H/ELA, EA, Term Subscription, PAYG, Perpetual, etc.).
Collaborating with other leaders, establish a flexible commercial architecture to unify and simplify customers’ commercial experience across the F5 portfolio, including licensing / entitlements, fulfilment, metering/reporting, and asset management.
Own accountability for the F5 price list, including oversight of the process for adding and removing SKUs from the price list.
Operationalize and scale buying programs.
Define the strategy and guardrails for offer monetization across the F5 portfolio.
Establish and maintain governance processes to enforce monetization and commercial model architecture standards.
Research and evaluate customer needs, competitive landscape, marketplace, products, technologies, and third-party solutions to understand and articulate our unique positioning and ensure F5 buying programs are differentiated.
Represent F5’s buying programs to customers, industry opinion makers, strategic partners and key industry press and analysts.
Support Sales leaders in constructing and closing large and complex deals, in alignment with the defined buying programs.
Prepare and present quarterly business reports.
Build and shape our current team to be a world-class Commercial Models and Pricing Governance organization, driving our talent strategy and processes.
Management duties include include, but are not limited to, providing regular coaching and feedback, approving paid time-off (PTO), assigning or delegating work, providing on-the-job training, giving guidance to staff, conducting performance improvement plans, taking disciplinary action, and interviewing candidates for open positions.
Create clarity and alignment around the F5 Commercial Models and Pricing Governance vision and strategy and how it supports the overall F5 corporate strategy.
Communicate strategy and direction in a way that encourages others to follow.
Identify and seize opportunities to accelerate needed change; act as a catalyst; consider change impact prior to implementation; initiate action; lead the effort; remove barriers.