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Pricing Strategy Director

Remote, TX, USA | Riverbed Technology

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    General Management
  • Experience:
Job Description:
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Job Description

Riverbed. Empower the Experience

Riverbed transforms data into actionable insights and accelerates performance so organizations can deliver a seamless digital experience and drive enterprise performance. Riverbed is the only company with the collective richness of telemetry from network to app to end user, that illuminates and then accelerates every digital interaction. Riverbed offers two industry-leading portfolios: Alluvio by Riverbed, a differentiated Unified Observability portfolio that unifies data, insights, and actions across IT, so customers can deliver seamless, secure digital experiences; and Riverbed Acceleration, providing fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of partners, and market-leading customers globally – including 95% of the FORTUNE 100 –, we empower every click, every digital experience.

About This Position

Riverbed is seeking a proven, driven B2B Pricing Director to establish and oversee the pricing needs of the entire organization.The Pricing Director will identify the pricing guidelines and principles, as well as the specific pricing for our diverse range of SaaS-based and perpetual Enterprise software, services, and other technologies.Working with all sales, service, and product leaders as well as IT, talent, and finance, the Pricing Director will establish and maintain accurate production costs to establish target margins and pricing and coordinate to govern the results. The Pricing Director will work with Product Management and Product Marketing to ensure pricing is competitive, and will work with Pricing Operations and Sales Operations (RevOps) to ensure the CRM’s Configure Price Quote engine is optimally leveraged to ensure pricing accuracy per the guidelines, policies, and price book established and maintained by the Pricing Director.

This is a key strategic area of importance to us and the future success of Riverbed. We are excited to share our passion for this role and the growth and opportunity it provides to candidates.The role is a player coach position.You will be directly responsible for building and maintaining the product pricing strategy and will work with the pricing operations team, which will report to you, to implement the pricing strategies.


  • Maintain the Riverbed Pricebook and Product (SKU) Catalog (including change management, development, testing, auditing, governance, implementing)

  • Work with a team of pricing operations experts responsible for implementation of pricing strategy across the Riverbed business systems

  • Build a source of truth to understand various pricing programs and levels already in play; develop knowledge of current customer distributions, discounting schemes, recent pricing changes, and planned pricing changes

  • Work with key stakeholders to develop and implement monetization, packaging, and pricing strategy across Riverbed including framing strategic considerations, creating potential solutions, analyzing options, collaborating with senior executives, incorporating industry learnings, and driving towards decisions

  • Lay out potential pricing “future states” for each line of business and clearly articulate potential value to Executive Leadership to achieve buy-in

  • Deliver results by owning success of pricing implementation, working with multiple technical and operational stakeholders to bring change to fruition

  • Monitor and read-out results of pricing strategic initiatives on a regular basis; course-correct as needed based on results achieved

  • Maintain and upgrade our internal pricing & packaging methodologies on a regular basis in conjunction with product launches, sales kickoffs, and other regular events


  • Pricing experience within a dynamic high growth pricing organization or analytics experience with SaaS technology, software, and hardware appliances

  • Bachelor’s degree required, MBA preferred

  • Strong presentation and MS Excel skills including experience in developing financial models and ability to clearly communicate complex modeling results

  • Applies appropriate interpersonal styles and communications methods to influence and build effective relationships with business partners (e.g. peers, functional partners, external vendors and alliance partners)

  • Proven ability to influence senior executives

  • Great communication and presentation skills, with a knack for presenting complex data in a simple and easy-to-understand manner

  • Demonstrates a global view and can develop and incorporate an understanding of the global business objectives, and has awareness of issues and trends that can directly impact the company's product objectives and strategies

  • Proficiency with CPQ and CRM (preferably Salesforce), able to navigate and extract data

  • Proficiency with BI and Data Warehouse tools

Why Join Riverbed

Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed’s 30,000+ customers include 99% of the Fortune 100.

Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers.

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