About HashiCorp

HashiCorp is an IBM Company  that has transformed the ease with which global customers can develop, operate, and secure their application infrastructure. We build products and services, such as Terraform and Vault, that reduce complexity, increase agility, and provide critical application security.   Hashicorp empowers companies large and small to innovate seamlessly across the cloud (AWS, Microsoft Azure, Google Cloud, etc.) and on-premises environments to deliver new applications and growth at scale. As part of  IBM, we have the opportunity to drive expanded innovation and global impact through new security and infrastructure lifecycle management solutions that bring together the best of Hashcorp and the best of IBM. 

About the Role

We are looking for a Sr. Pricing and Business Planning Manager in our business planning organization to oversee pricing, packaging, licensing, and monetization strategies across core portions of the Hashicorp portfolio and capitalize on product synergies between Hashicorp and IBM software and services.  You will partner closely with product leadership to influence the product roadmap and optimize long-term monetization potential. You will both develop and pressure test pricing proposals to ensure we have a durable, revenue optimizing, and implementable pricing structure. Additionally, you will have the opportunity to lead strategic growth initiatives that address key challenges and opportunities across the portfolio, identified proactively by the Business Planning team or the executive leadership team.

In this role you can expect to:

  • Partner with Hashicorp BU product leadership to influence the product roadmap and ensure monetization strategy is incorporated from ideation to execution
  • Develop a consistent and robust pricing and packaging architecture across customer segments across self-managed and cloud infrastructure products.
  • Work with finance, product management, engineering teams to build and evaluate the financial impact of pricing and packaging constructs 
  • Analyze both internal sales and business metrics and external market competitive insights to understand existing business model performance and shape forward business and growth strategy
  • Drive comprehensive market research using both primary/secondary data to support segmentation, packaging, pricing, positioning, business value decisions 
  • Provide strategic deal structuring guidance to sales to enable deal agility and engage on priority deal escalation exceptions as needed
  • Work closely across marketing stakeholders to define market segmentation and develop programs and campaigns to drive adoption and growth for pay-as-you-go offers.
  • Help define HashiCorp’s overall monetization strategy and business model framework

What you’ll need (minimum qualifications)

  • 8+ years in technology/SaaS business-to-business (B2B) pricing, product management, strategy, or related experience 
  • Strong bias for action with the ability to take a project from idea to execution
  • Strong analytical skills to analyze and synthesize large volumes of data and deal with complex uncertain scenarios
  • Strong presentation and interpersonal skills, comfortable presenting in front of internal and external audiences 
  • Good understanding of end-to-end operational workflows and ability to partner with Finance, Legal, Revenue, IT, Sales and Operations for driving implementation 
  • Bachelor's degree or equivalent experience in CS, business, or a related field
  • Some travel required 

What's nice to have (preferred qualifications)

  • 8+ years of business planning, product management, strategy consulting, corporate development, or related experience
  • Experience with Cloud/IT security or  infrastructure management technology
  • Experience with SaaS and consumptive pricing 
  • Management consulting experience in Tech sector preferred
  • Master Degree or equivalent experience

#LI-Remote

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role in the SF Bay Area / NYC area is:
$178,500—$210,000 USD
The base pay range for this role in California (excluding SF Bay Area), New York (excluding NYC), Seattle Metro, Denver / Boulder Metro, Washington D.C., or Maryland is:
$163,600—$192,500 USD
The base pay range for this role in Colorado (excluding Denver / Boulder Metro), Illinois, Minnesota, or Washington (excluding Seattle Metro) is:
$148,800—$175,000 USD

“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement.”

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