Strategy
Determine and refine the broader monetization strategy for Zscaler with inputs into the longer-term strategic plans and ensuring interlock with product strategies
Review monetization strategy from a Customer Lifetime Value perspective and drive ongoing optimization and alignment
Lead customer / market studies around feature value, packaging and pricing
Monitor and analyze market and competitor pricing strategies, and adjust pricing and packaging as necessary to maintain a competitive position in the market.
Setting
Collaborate with product leaders across various product lines to explore innovative and practical pricing and packaging recommendations for new products, enhancements, and roadmap candidates where necessary
Develop and implement pricing strategies for existing products that maximize revenue and profitability across multiple product lines and market segments.
Work with finance teams to develop financial models that evaluate product margins and the impact of pricing changes and provide recommendations to executive leadership.
Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership
Develop and drive ongoing refinements to pricing models with Partners, specific Industries (e.g. Public sector) and market segments (emerging economies)
Implementation
Align new product launches to standard pricing meters, consistent value based list price setting and discount guidance model
Gather feedback from GTM teams to ensure sales and customer alignment
Partner with sales and product marketing teams to develop pricing and packaging messaging and collateral that effectively communicates value propositions to prospects and customers.
Provide operational support for pricing initiatives
Ensure product telemetry requirements are identified and delivered in support of go forward pricing models
Review and provide support for strategic deals in order to balance revenue growth and profitability
Ongoing Monitoring
Drive strategic pricing analytics and insights into Product Business Reviews
Anticipate and remove obstacles that slow down or prevent us from implementing our pricing and packaging goals.
Provide ad-hoc pricing and business analysis to support leadership and cross-functional pricing inquiries
Explore special incentive programs and limited time offers with our GTM leadership to help drive product revenue, adoption, and GTM success.
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