Principal, Strategic Pricing Services

Principal, Strategic Pricing Services

$123,700 - $172,000 pay per year

Bonus Eligible

Position Profile

Develops and executes strategic pricing policies for internal and third-party offerings, leveraging market intelligence and competitive research. Partners with Product Operations, Analytics, and Sales to align pricing models with commercialization and service delivery goals; engages executive leadership with scenario analyses and market impact assessments. The Principal, Strategic Pricing Services is responsible for research, benchmarking, developing and implementing competitive services deal structures, contract documents, and proposal strategies for all customer segments. This responsibility includes cataloging available deal structure options and developing training materials for field sales and finance teams to properly position in the market. The Leader will own pricing strategy development aligning with Ricoh’s Services portfolio and strategic direction, creating competitive advantage for Ricoh to retain, expand, and acquire customer alliances.

The Principal, Strategic Pricing Services will be responsible for creating and managing an agile deal strategy roadmap, benchmarking how Ricoh will propose, negotiate, and transact business with accounts across all customer segments and leveraging continuous input to sense, innovate, and adapt to the market and customer acquisition needs.

Job Duties and Responsibilities

Develop and Execute Pricing Strategy

- Evaluate and analyze current services pricing framework and opportunities for improvement.

- Design and implement strategic pricing policies for services and solutions, leveraging market intelligence and competitive research.

- Align pricing models with service delivery and commercialization goals across multiple channels, customer segments, and markets. Create cadence for ongoing review and adjustment as the market requires.

Benchmarking and Market Analysis

- Conduct ongoing benchmarking against industry standards and competitors to ensure competitive positioning. Clearly articulate opportunities or threats within a customer segment or market; recommend steps to adapt strategy as required.

- Monitor pricing trends, regulatory changes, and customer buying behaviors to inform strategy.

Price Modeling and Scenario Analysis

- Build and maintain advanced price modeling frameworks, including elasticity studies and scenario planning.

- Perform financial modeling to assess impact of pricing actions on revenue, margin, and customer lifetime value.

Systems Integration and Governance

- Oversee integration of pricing systems with CPQ, CRM, and analytics platforms for scalable execution.

- Establish governance processes for pricing changes, escalations, and compliance.

Cross-Functional Collaboration

- Partner with Product Operations, Sales, Finance, and Marketing to ensure pricing strategies align with portfolio objectives.

- Engage executive leadership with scenario analyses and market impact assessments.

Voice of Customer and Continuous Improvement

- Solicit/Incorporate feedback from key stakeholders (including customers, field teams, and partners) to optimize pricing for profitability and market fit.

- Drive continuous improvement initiatives using TSIA best practices and Scaled Agile principles for adaptability and speed.

Training and Enablement

- Develop training modules for sales and finance teams on pricing frameworks and deal structures.

- Serve as a pricing ambassador to internal stakeholders, promoting value-based pricing culture.

- Collaborate with Product Operations, Analytics, and Sales to ensure pricing aligns with delivery and commercialization.

Qualifications (Education, Experience, Certifications)

- Bachelor Degree in business, finance, or economics required; Master’s preferred.

- 5+ years in strategic pricing, market analysis, or commercial operations with multinational experience.

- Direct experience with XaaS, services and software subscription frameworks, systems integration, and governance practices in services marketplaces

- Proven track record supporting large services portfolio, services growth and organizational transformation

- TSIA Pricing Strategy certification; SAFe Lean Portfolio, PPS certification (or other Agile Portfolio credentials) recommended.

Knowledge, Skills, and Abilities

- Detailed Finance and Accounting knowledge, including revenue and cost recognition practices and guidelines, profitability assessments, and variable cost and risk analysis.

- Familiarity with leasing partners and financing practices

- ERP System reporting background, preferably Oracle/ OBIEE

- Expert level Excel, including advance analytic formulas

- Previous ownership of strategic services pricing strategy development and governance.

- Market research and executive engagement.

- Analytical rigor and cross-functional collaboration.