VP, Commercialization and Monetization

Company Description

Rapid7 (Nasdaq: RPD) is advancing security with visibility, analytics, and automation delivered through our Insight cloud. Our solutions simplify the complex, allowing security teams to work more effectively with IT and development to reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. Over 9,300 customers rely on Rapid7 technology, services, and research to improve security outcomes and securely advance their organization. For more information, visit our website, check out our blog, or follow us on LinkedIn.

The Opportunity

The Vice President, Commercialization and Monetization will be responsible for leading the pricing organization, building pricing and monetization frameworks that increase customer value while driving business revenue and margin growth. This person will guide the pricing function from understanding customer value drivers to the development of scalable pricing and licensing models and metrics, and building packaging strategies that meet our customers where they are. 

Leveraging deep knowledge in go-to-market (GTM) strategy and business models, and working collaboratively to understand our customers, competitors, market, and business economics, the VP will spearhead the development of innovative business models and approaches, and work with cross-functional teams to research, test, establish and implement pricing, packaging, and promotions.

Reporting to our CMO, you will partner closely with Commercial Operations and Finance to ensure the deployment of commercial systems, tools, governance, and monitoring. You will work with our Practice Leaders, Go To Customer Business heads, and other members of the Executive Leadership Team to deliver meaningful growth and profit through robust and scalable pricing activities, and efficient and effective tactical execution. This is an opportunity to bring more value to our customers and help them close the security achievement gap...and join Rapid7 on our amazing journey to $1b+. 

The Role

• Develop a deep understanding of customer value drivers and the business economics impacting purchasing choices.

• Bring visibility to lead generation, customer management, monetization, contracting, and other key steps of the product and solution monetization process through pricing analytics and automation.

• Partner with Practice Leaders in the product development cycle, ideating and proposing new product and service pricing and packaging.

• Deliver clear strategy and execution roadmaps for meeting Practice needs and drive alignment across key functions.

• Provide customer intelligence that enables conclusions based on a clear understanding of customers' spend across their product/solution portfolio.

• Create innovative B2B product bundling/pricing ideas to increase total revenue per customer.

• Develop a platform commercial model that drives greater usage, consumption, and expansion of Rapid7 solutions and capabilities.

• Contribute thought-leadership on pricing, and bring best practices into the company.

• Work collaboratively with our Product Marketing, Sales, and Marketing teams to understand customer needs, buying patterns, channels, and how Rapid7’s product and services can maximize share of customer wallets.

• Identify and propose new packaging, product reconfigurations, bundling, and price promotions to capitalize on new market opportunities, and increase adoption and success for specific market segments, geographies, or other opportunities.

• Regularly review existing price structures and levels to identify opportunities to deliver more value for Rapid7 and customers, such as increasing market share, facilitating customer adoption, or better capturing market value.

• Partner with our FP&A and pricing/revenue analytics team, helping them to identify and implement improvements in analytical techniques and data infrastructure to improve the quality of pricing choices.

• Ensure that price changes are communicated effectively to customers, partners, and any other key constituents, working collaboratively with Product Marketing and Sales.

• Measure the impact of price changes, and communicate results internally, including comparisons to expectations and goals. 

• Optimize post-acquisition pricing models.

• Steer staff of professionals and provide coaching and development to help grow their careers.

What makes you a good fit for this role? 

• Solid command of microeconomics, pricing elasticity, primary variables influencing pricing, and relevant strategies for optimizing

• Highly proficient in B2B value-based pricing and in the operationalization of pricing strategies through sales activities 

• Deep understanding of product and solution bundling strategies 

• Proven experience in negotiating large and complex deals 

• Able to leverage data and robust analytics in supporting your pricing strategy recommendations and then work across a highly matrixed organization to drive execution

Qualifications and Traits 

• 8+ years of Revenue Optimization experience

• 5+ years of team management experience

• Demonstrated path of increasing responsibilities

• Excellent communication skills and experience collaborating and influencing across disciplines

• Ability to balance strategic thinking with attention to detail and pragmatic execution

• Experience working on structuring large deals and leading complex B2B negotiations

• Experience with data, analytics, and BI tools

• Understanding of enterprise database concepts and pricing automation

• High degree of emotional intelligence, with the ability to facilitate change and collaborate with stakeholders across the organization 

• Excellent communication skills with the ability to communicate complex ideas and data

• Bachelor's degree; MBA and Professional Pricing Certification preferred

• Experience with a top tier consulting firm would be desirable