Director, Pricing Strategy
Athenahealth, Boston, MA, United States
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Director, Pricing Strategy
Position Summary: The Director of Pricing Strategy is a key contributor to athena’s success, leading analysis and insight critical to setting the value of our services across the healthcare marketplace. The ideal candidate is a passionate self-starter with proven capabilities in analytics, modeling research, and focused on pricing strategy, as well as an excellent and persuasive communicator. S/he will design, implement, and maintain leading-edge pricing strategies to ensure profitable customer acquisition and growth, will create advanced models assessing the impact of these strategies, and will partner with various stakeholders across the organization, including Sales and Product Leadership. The Director must be a strong leader with executive presence and experienced at delivering clear insight to a wide set of senior stakeholders to drive positive change within the business.
Job Responsibilities
- Develop pricing strategies across service lines in concert with corporate strategy and company initiatives/goals.
- Transform the pricing strategy into pricing models by building price guide calculations, financial models and supporting artifacts to support go-to-market activities.
- Drive company change via the implementation of pricing models and go to market activities by clearly articulating recommendations to Sales, Product and other critical teams.
- Exhibit C-suite influence on strategic decisions related to go-to-market behaviors.
- Establish strong relationships with key leaders from Product, Sales, Marketing, Customer Success, Legal, Finance and IT teams to influence actions and implement strategies.
- Generate insight into service pricing and packaging recommendations from accumulation and analysis of quantitative and qualitative insight of price and value.
- Analyze sales and product performance (both quantitative/qualitative) to measure pricing results and optimize pricing strategy.
- Review competitive / industry / regulatory trends to optimize the business model and associated pricing.
- Elicit feedback and insight with product management and client-facing teams toward our pricing models and sales / marketing tools.
- Use this analysis, data and feedback to influence C-level executives making go-to-market decisions.
- Work with Sales and Customer Success leaders to resolve unique pricing / exceptions to current pricing methodologies for sales prospects and existing clients.
- Through an evaluation of competitor pricing, profitability metrics, market trends, and existing client pricing, formulate outcomes that lead to profitable recurring clients.
Typical Qualifications
- Bachelor’s degree (Finance, Economics, Statistics, Mathematics, or similar); master’s degree preferred.
- 10+ years of related pricing/analytics experience; 10+ years of related pricing or value-analytics experience, including evidence of career progression in this area; SaaS experience a plus.
- Demonstrated experience with financial modeling or data modeling, and statistical analysis.
- Advanced level skill in MS Excel; Microsoft Office Suite.
- Proficiency in SQL is a plus.