Director, Pricing

About SBI

At SBI, our purpose is to drive people to reach their full potential. As a result, our clients grow faster than their competitors and the industry. Our employees enjoy thriving careers and personal growth. Voted by Forbes as one of America’s Best Management Consulting firms for 6 years running and one of Consulting Magazine’s Best Small Firms to work for, when you join SBI, you are joining a firm that is at the forefront of driving innovative go-to-market transformations, helping clients solve their revenue growth challenges.  

About This Role: 

When you join SBI as a Director - Pricing, you are joining a firm that is at the forefront of driving innovative go-to-market transformations, helping clients solve their revenue growth challenges. SBI is the Go-to-Market Growth Advisory for innovative companies that want more. Driven by insights and delivered from experience, SBI helps clients grow their revenue, margin, and enterprise value in ways never before possible. 

The Director is responsible for providing high-level leadership on our most complex client projects.  The Director will ensure that firm best practices are deployed as we solve our clients’ growth challenges, and you will play an essential role in driving new consulting business from new and existing clients.   You will establish yourself as a pricing and revenue growth expert and will be a trusted advisor to the client executives that we serve. 

You will work on-site at the client’s locations and from your home office, reporting to a Managing Director. You will be paired with a Partner, and you will lead and support business development efforts in collaboration with that Partner.  You will ensure that our relationships with clients remain strong, profitable, and enduring, and you will help to establish new relationships that will pay dividends in the future. 

Part One: Core Responsibilities 

The following are core responsibilities for a Director at SBI: 

Core Responsibilities 

Description 

Program Management 

Deliver multiple concurrent complex client engagements on-time and on-budget and to specification using sound project/program management fundamentals. Provide executive-level direction to day-to-day leads, enabling Partners to scale. 

Business & Account Development 

Regularly act as an SBI Partner's co-lead on sales campaigns to win new logo clients and expand existing ones. Use Go-to-Market expertise and strong executive relationship-building skills to create new business opportunities and build lasting client relationships that position SBI as a trusted partner for future challenges. Find growth opportunities within existing accounts and develop the strategies and tactics to monetize them. 

Deliver Client Value and Impact 

Lead impactful client engagements that drive meaningful value & outcomes. Drive high levels of satisfaction among client executives and create net new promoters of SBI. 

Team Building and Leadership 

Attract, develop, and retain consulting talent.  Manage and coach a team of SBI Engagement Managers (EMs) & Consultants. Lead, coach, and develop all EMs & Consultants on your client engagements. Build a better firm, one team member at a time. 

Evolution of IP and Product Offering 

Enhance and evolve the Pricing team’s intellectual property and product portfolio to best serve high-priority customer segments and referral partners.  

Shape, Sell, and Deliver Profitable Engagements 

Architect engagements to ensure the appropriate scope, solution, staffing, and skills to drive a successful outcome   Operationally manage your client engagements to deliver strong revenue and profit. Actively track and drive strong 'delivered margin' on your engagements. 

Compliance with Firm Policies 

Timely & accurate completion of all firm-related tasks that may fall outside of day-to-day positional responsibilities.  Meets specified deadlines when completing assessments, self-assessments, surveys, expenses, and any other tasks assigned by firm leaders. 

 Part Two: Critical Competencies 

The following are the most critical competencies required to be a successful Director at SBI:  

Critical Competencies 

Description 

Pricing Strategy Expertise & Problem-Solving Skills 

Deep practical experience with Pricing Strategy. Ability to synthesize data & observations and fast-frame problems & solutions in this space. Leverage the skills and knowledge to boil down issues related to Pricing and go-to-market, solve complex problems, and frame stories in an insightful way which leads the client to action. 

Executive Presence 

Great communications, presentation skills, and confidence working with VP & C-level executives Ability to exhibit professional polish and expertise, and be viewed as a trusted advisor to CEOs, CROs, and other executives. 

Engagement Architecture 

Ability to clearly identify a challenge and work with the client and with SBI Partners to shape possible solutions. Ability to accurately plan and estimate time, resource, and skill needs for the projected solution. 

Storytelling 

Ability to frame and develop high-quality slideware and verbal presentations that convey an impactful message.  Ability to package our solution in such a way that the client understands the journey that we are on with them and understands the value that we’re delivering.  

Team Leadership 

Skilled in leading, managing, and developing people.  Ability to drive a team comprised of EMs & consultants with varying levels of skills & experience to deliver high-quality solutions.  Ability to set expectations, manage performance, provide formal and informal feedback, and motivate others to do their best work. 

Quality Orientation 

Ability to produce high-quality representations of the engagement team’s solutions, and ability to apply a critical eye to the quality of the team’s work.  Ability to drive a team to generate outputs that represent a new high in quality for SBI. 

Inclusive Mindset 

Embraces those from a wide assortment of backgrounds & experiences and is open to contributions from all colleagues.  Possesses an ability to make those around them feel like they ‘belong’.  

Ideal candidates will have a minimum of 12 years of professional experience with at least at least 6 years spent in Management Consulting, and at least 3 years managing people. 

The ideal candidate will have a mix of industry and professional services experience, including: 

1. Some experience in a variety of the following categories: 

• Experience with a management consulting firm  

• Experience working within Private Equity firms or large enterprise clients 

• Functional experience in Pricing, Revenue Operations, Sales Strategy, or Marketing 

1. Experience in the C-Suite or with VP-level executives, especially CEOs, CPOs, and CMOs 

1. Experience communicating complex ideas effectively to executive audiences  

1. Ability to work effectively with people at all levels in an organization, including the Board of Directors, utilizing executive-level written, verbal, organizational, and presentation skills 

1. Demonstrated success delivering complex, cross-functional projects 

1. Solid functional knowledge within SBI’s Ideal Customer Profile (ICP), including but not limited to strategy, business development, pricing, product development, project management, marketing, and sales. 
2. MBA  

Candidates must have the ability to travel at least 50% - 60% of the time 

CCPA Notice for California applicants: 

https://sbigrowth.com/ccpa-and-cpra