Senior Manager, Pricing Program

About Crisis24

Crisis24, a GardaWorld company, is widely regarded as the leading integrated risk management, crisis response, consulting, and global protective solutions firm, serving the world's most influential people, disruptive brands, and prominent organizations. Championed by our advanced Global Operation Centers and our skilled team of intelligence analysts, we offer highly specialized services, security and consulting, with the technology and AI to power it all across the globe.

At Crisis24, we go beyond mere employment; we pave the way to a realm where your skills become instrumental in shaping global security, guiding clients through a multifaceted and challenging landscape. Your journey with us will be deeply fulfilling, driven by a powerful sense of purpose and accomplishment. Within our thriving environment, you'll discover abundant chances for both personal and career advancement. Seize this moment to push your limits, broaden your expertise, and elevate your professional journey to unprecedented levels. Join the Crisis24 team today and be a part of something extraordinary where growth and impact converge.

More information is available at www.crisis24.garda.com

Who We Are Looking For

The Senior Manager of Crisis24 IRM's Pricing Program is the central resource to ensure that our pricing and deal structures are a balanced approach to growing and retaining customers and revenues; while also ensuring we maximize profitability and revenue, as aligned to our corporate strategies. To perform this role to its utmost value to Crisis24, requires in-depth knowledge of our cost structures, contract terms, product and services costs, and corporate margin targets. It requires excellent analytical skills, and strong cross-functional collaboration between Leadership, Product, Sales, Account Management and the Finance team.

At present, this is an individual contributor role, focusing on becoming an expert in the complex interdependencies that must be addressed when changes are needed for delivery modalities (understand impact to cost structures and required adjustments for transactional usage), PNR costs adjustments, contractual language, SOW, SKUs and SKU pricing, non-standard requests for pricing, etc.

In many ways, this role is the designer and key spokesperson regarding the impacts changes can have from our cost structures, to how we want to package and sell our products. From quote to cash, this person will be the most knowledgeable resource to ensure all components are understood, considered and aggregated for a successful pricing program.

Location; Annapolis, MD Preferred, open to remote within US.

What You Will Work On

Pricing Strategy and Development of all underlying components impacted:

• Participate as a member of pricing collaboration (Pricing Committee) to enhance pricing strategies and their instrumentation through our pricing tools (both through CPQ and the preliminary spreadsheets).

• Drive oversight of the Pricing Program, its components and needed adjustments, including:

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  • Defining pricing structures to meet corporate goals for margin protection and growth
  
  
  
  

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  • Assisting in implementing changes to the Statement of Work templates to align with legal requirements, product packaging, management of the SKU library
  
  
  
  

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  • Providing requirements for the CPQ (Quote and Pricing tool) in Salesforce
  
  
  
  

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  • Providing requirements and overseeing changes to any standard pricing Excel workbooks used to assist Sales and Account Management in driving business
  
  
  
  

• Serve as the expert in the broad-reaching impacts and dependencies for decisions on pricing, legal implications, SOW requirements, and potential impacts sales and account management efficiencies.

• Own and manage any rollout of price changes, or price program changes, ensuring alignment to contractual obligations of price changes, a pre-enablement for sales and account management before change are implemented or communicated to customers

• Drive collaboration and provide analysis and assistance to sales for the ultimate success of our go-to-market strategies, ensuring profitable growth, and enabling our sales and channel teams to close high-impact opportunities.

• Collaborate with Alliance and Channel team to guide them in developing strategic pricing structures for consistent structure to drive efficiency in billing and management of partner programs

• Partner with finance, product, and marketing teams to design data-driven pricing models that maximize revenue and margins.

• Assist Finance in the review of proposed deal structures

• Analyze requested changes to price or pricing program, making recommendations of changes, taking a holistic view of impact across down-stream functions

Deal Structuring and Execution:

• Assist sales and finance in creative and strategic deal structuring for both direct sales (new and existing customers) and channel sales opportunities.

Cross-Functional Leadership:

• Work across various functional teams for the design and execution of pricing strategies.

• Act as a key liaison between sales, finance, legal, operations, and product teams to ensure seamless execution of pricing strategies and deal approvals.

• Drive collaboration to resolve deal-related challenges and deliver timely, scalable solutions.

Quote-to-Cash Optimization:

• Participate in the instrumentation of pricing strategies within established quote-to-cash systems.

• Ensure the seamless integration of tools, processes, and systems to streamline deal desk operations and improve efficiency.

Margin and Revenue Optimization:

• Identify opportunities to enhance margins through innovative deal structures and disciplined pricing strategies.
• Monitor and analyze deal performance metrics to identify trends, insights, and areas for improvement.

What You Will Bring

• 10+ years of experience in pricing strategy, deal desk leadership, or related roles within a SAAS or services organization.

• Strong expertise in complex deal structuring, financial modeling, and margin optimization.

• Demonstrated success in leading cross-functional initiatives and driving alignment across diverse teams.

• Deep understanding of quote-to-cash systems and processes, with experience implementing and optimizing pricing strategies.

• Proven ability to work in both direct and channel sales environments.

• Exceptional analytical, communication, and negotiation skills.

• Bachelor's degree in business, finance, or a related field (MBA preferred).

Preferred Skills:

• Familiarity with risk intelligence or critical event management industries.

• Experience with global pricing strategies and international markets.

• Proficiency in CRM, CPQ, and ERP systems (e.g., Salesforce, SAP, Oracle).

• Ability to successfully engage in win/win negotiations, achieving company goals without damaging supplier or customer relationship

• Possess the ability to work with analytical concepts to structure pricing, discounts and negotiate for the benefit of Crisis24 with key vendors and service providers

• Ability to work under stressful conditions and to successfully handle challenging situations efficiently and effectively
• Ability to establish and maintain working relationships with co-workers, supervisors, suppliers and customers

Information Security

Protect the data and systems of Crisis24 and its stakeholders by adhering to policies, reporting incidents and potential problems, completing regular training, and identifying opportunities for improvement.

Crisis24, A GardaWorld Company is dedicated to equal opportunity in employment. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital or parental status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable laws.