Pricing Manager Product
Resume:
James Conforti
La Mirada, CA *****
adyfxa@r.postjobfree.com
SUMMARY
Driven, analytic business professional with broad (20 years) industry knowledge acquired in the private sector. Strong strategic and operational insights, product and team leadership, and financial modeling skills.
Versatility, agility, and initiative to manage varied activities and projects in a fast paced, ambiguous environment. Rapidly acquire subject matter expertise, trusted advisory status and a reputation for exceeding expectations.
Price Deals to Win! Work closely with Finance Cost team to ensure products are competitive as well as profitable.
WORK EXPERIENCE
SaaS Pricing and Services Manager
Commvault Systems, Inc. 6/2021 to 12/2022
Product portfolio and pricing leadership role defining and developing Commvault’s cloud endeavor Metallic, offer strategy.
Drive the portfolio updates and pricing strategy through the product development team.
Cross functional role engaging with Sales, Finance, Marketing, Product Management, Deals Desk and Managed Services
Chair the monthly Pricing Committee meeting where we get pricing and offer approvals cross functionally.
Work directly with Enterprise customers to ensure deal success.
Create the actual pricing tiers, discount floors and channel price points as needed.
Work on deal structure with Sales and Deals Desk. Ensure profitability of contracts
Engage with Product Marketing on creating the value story for the new offerings.
Global Pricing Manager
Zoom Video Communications 11/2017 to 6/2021
Product and pricing leadership role defining and developing Zoom portfolio pricing and go to market strategies.
Work cross functionally with product teams, sales, finance, and operations, getting consensus on offer pricing.
Establish pricing governance processes and reviews.
Provide global training and customer facing documents.
Work with data science team on offer performance metrics and data driven decision making.
Work with Deals Desk ensuring profitability of Enterprise deals.
Work directly with Enterprise customers to ensure deal success.
Well versed in cloud monetization strategies for diverse customers and partners
1 direct report
Product Manager Pricing Licensing
Cisco Systems 10/2016 to 11/2017
PM role responsible for developing SaaS offers for the Data Virtualization BU.
Perform competitive analysis of major market competitors.
Work closely with Sales and Customers to understand product feature needs and wants.
Develop Pricing and License strategies to complement product strategy.
Perform deep data analytics to create partner relevant pricing and promotions.
Created marketing messaging and external facing collateral.
Work directly with Enterprise customers to ensure deal success.
Work with Executive Leadership getting consensus on recommended strategies.
Product Manager Pricing and Licensing
Cisco Systems 10/2014 to 9/2016
Responsible for developing and implementing pricing strategies for Cisco’s SaaS Collaboration Suite (WebEx & Spark)
Created and socialized pricing strategies based on offer strategy, product feature set, and competitive landscape.
Worked closely with partners and service providers to align offers with their business strategy.
Co-developed Unified Communications offers that utilized WebEx.
Created premium telephone offers that doubled attach rate and increased margin performance.
Assisted with resolving regional pricing issues, defining promotions and objectives, and addressing competitive initiatives.
Work directly with Enterprise customers to ensure deal success.
Managed price review and price release/change process
Created and communicated offer strategy messaging and worked with marketing teams on product positioning.
2 direct reports (analysts)
Sr. Pricing Manager
Hitachi Global Storage Technology (a Western Digital Company) 04/2014 to 10/2014
Responsibilities include managing the Enterprise SSD pricing strategy. Products include all SAS, SATA, PCIe, NVMe and Software solutions.
Worked closely with the Enterprise Business Team aligning pricing strategies with corporate objectives.
Developed and implemented product List Price, Distributor and OEM Sell-In Pricing
Include messaging to sales and marketing for value proposition and price justification.
Work directly with Enterprise customers to ensure deal success.
Senior Pricing Manager
Brocade Communications, Inc. 04/2011 to 11/2013
Responsibilities included pricing the SAN product family which represents 90% ($2.2B) of the total company revenue. Products include Data Center Software, Directors, Switches, Adapters, PODs, and Support.
Worked closely with hardware and software product management to develop product pricing strategies that aligned with business objectives.
Developed and implemented product List Price, Distribution Price and OEM Sell-In Pricing
Work directly with Enterprise customers to ensure deal success.
Created competitive landscape analysis for major IP & FC switch vendors.
Included street price analysis through 1 and 2 tier reseller networks.
Chaired weekly Pricing Working Group (PWG) governance meeting.
Managed team of 4 analysts and 2 GTM managers
Senior Pricing Manager
Hitachi Data Systems 05/2009 to 04/2011
Position was located within the Global Solutions Strategy and Development Group, focusing on Hitachi’s File Services business. File Services encompasses NAS, File Content, and Data Discovery businesses.
Provided pre and post product launch pricing support to the File Services Businesses
Key member of core NAS, File Content, and Data Discovery product teams
Work directly with Enterprise customers to ensure deal success.
Provided financial and business guidance and pricing analytics.
Managed pricing for hardware, software, installation, and support service
Identified emerging market trends and evaluated competitive product feature sets and offerings.
EDUCATION
SAN JOSE STATE UNIVERSITY
SAN JOSE, CA —Graduated in 1988 with a Bachelor of Science Degree in Environmental Studies.
COMPETENCIES & RECOGNIZED QUALITIES
Competencies Recognized Qualities
- Global lead of Working capital optimization practice unlocking value beyond GBS efficiencies for our F500 client base
-Design & deploy leading business practices for order to cash, procure to pay and forecast to fulfill to release working capital, improve balance sheet performance as well as ROIC
-Transformation of E2e value chain for our clients through process simplification, digital tech stack evaluation/adoption & change management to enable our clients optimize their working capital
-Lead global cross functional initiatives to drive significant improvements in Working Capital principally through operating model design, process councils, inventory reductions and global payment terms harmonization while -working with GBS/Shared Services
-Demonstrate Improvement in customer collection terms across markets/regions through benchmarking and externally available data
-Anchor diagnostic projects that assesses multiple AR drivers including payment terms, collections strategy, credit management, disputes/deductions
-Strong knowledge working with USAID rules/regulations. Worked with FAR, AIDAR and DSSR
-Understanding of awards including CPAF, CPFF, IDIQ, T&M and FFP
-Ability to break down functional silos & provide data driven sustainable operating strategies for working capital management
-Practice development - Build a capability unit/CoE to execute on consult-to-operate model. Most staff for this practice will be based in India.
-Change management – Ability to design/implement change programs to deliver on cash goals
- Work directly with Enterprise customers to ensure deal success.
-Experience with digital receivables tool kit – High Radius/Emagia etc.
-Flexible to travel for domestic client meetings/international practice setup
-Global experience in a senior finance position at a Fortune 500 organization
-Have managed credit or order to cash across multiple countries in a global/regional operating model with sharp turnaround in working capital performance
-Experience with standardizing processes/procedures for billing/collections functions
-Industry sector – Manufacturing/CPG/O&G
-Stakeholder Management: Demonstrated ability to lead and effectively manage senior stakeholders
-Team building – Past track record of setting up and elevating shared services/global teams
- Strategic Thinking & Tactical Execution -Consistent, High Quality Work Product
- Leading Complex Projects -Problem Solving and Troubleshooting Skills
- Negotiation -Cross Functional Collaboration
- Financial Modeling & Pricing -Clear Articulation of Difficult Concepts
- Complex Deal execution -Editing and Content Creation
- Working knowledge of Cisco UC offers -Subject Matter Expertise
-Written & Verbal Communication Skills -Quick Learner
- Product Development and Management -Building Relationships and Networking
- Research & Data Synthesis -Attention to Detail
- Gaining Consensus -Polished Presentation Skills
- Delegation & Knowledge Transfer -Positive Attitude
-Telephony Business Strategy - Self-Directed & Self-Motivated
-Blogs, White Papers and Data Sheets -Unquestionable Ethics
- Responsive
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