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Product Marketing Manager, Pricing & Packaging at Venafi
United States of America

Senior Product Marketing Manager

Our mission is simple: we want to set people free to do meaningful work. People love our products--and it turns out that people love working here too. If you are exceptional at what you do, then you deserve an exceptional place to work. And that’s what Venafi is.

The PMM for pricing and packaging works across all product lines and solution sets at Venafi to create, manage, update and enable a portfolio-wide program for product pricing. This position reports to the director of product marketing.

Responsibilities: 

  • Maintains a market-wide view of pricing trends and behaviors for machine identity protection solutions and related IAM technologies
  • Works with the director of competitive analysis to focus on competitive pressures and specific challenges, including special offers and ad-hoc packaging coming from Venafi competitors
  • Works with PM, PMM and professional services teams to create and articulate sound pricing strategies and plans for all product and services offerings
  • Works cross-functionally with sales and finance teams to ensure all points of view are represented in pricing programs and plans
  • Works with PM team to deliver packaging scenarios that make sense to our customer base and enable optimum attach rates across products
  • Establishes pricing volume breaks, based on previous deal histories, market trends and Venafi business strategies
  • Trains internal teams – including but not limited to sales staff and solution architect teams worldwide – on appropriate usage of price books and pricing scenarios
  • Trains internal teams on special quoting processes and exception handling, including analyses of previous deals and a walkthrough of pricing strategies
  • Publishes and maintains the Golden Standard price book used by all Venafi global teams, updating as needed and communicating changes to all stakeholders

Requirements:

  • 6 years minimum experience in PMM, business strategy, or PM roles, for companies bringing enterprise software solutions to market
  • A BA/BS degree in business, with a preference for MBAs or advanced degrees
  • Proven experience creating pricing programs for complex enterprise IT solutions
  • Experience creating elegant and understandable pricing schemes for inherently complex product portfolios
  • Experience with one-to-many training of sales teams on pricing programs and strategies
  • Exceptional skills at creating Excel-based workbooks and pricing models
  • Fluency in pricing, bundling, and positioning products to accurately present a unique value proposition
  • Experienced in successfully multi-tasking a variety of critical priorities.
  • Strong analytical and problem-solving skills
  • Enterprise security software experience required

Education:

  • MBA or equivalent preferred, BA/BS required

About Venafi:

Venafi is the cybersecurity market leader in machine identity protection, securing machine-to-machine connections and communications. Venafi protects machine identity types by orchestrating cryptographic keys and digital certificates for SSL/TLS, IoT, mobile and SSH. Venafi provides global visibility of machine identities and the risks associated with them for the extended enterprise—on premises,mobile, virtual, cloud and IoT — at machine speed and scale.

Venafi puts this intelligence into action with automated remediation that reduces the security and availability risks connected with weak or compromised machine identities while safeguarding the flow of information to trusted machines and preventing communication with machines that are not trusted. Internally, we have an exceptional culture built around our core values comprised of honesty, transparency, leading by example, awareness, risk taking, and team before self.

Come join us!