New Ventures - Fast Growth Tech - SaaS Pricing Expert - East Coast
- Acted as a strategic consultant helping innovate SaaS companies with their pricing strategy and practical implementation of their pricing decisions, ideally as a member of McKinsey or other top tier strategy consulting firm
- Led pricing as an executive in the startup ecosystem, specifically within SaaS and possibly within consumer or hardware as well.
- Have experience in client development for pricing consulting and/or technology solutions
- Have published or spoken at conferences or in key blogs on cutting edge pricing concepts
- Have the ability to be "stand-alone" in senior client settings with clear oral and written communication skills
- Have the ability to present complex value propositions to client senior executives
- As we grow the FGT practice we are also looking for individuals who have a proven passion for helping grow companies and have exceptional project management skills
- An undergraduate degree and MBA is strongly preferred
- Be willing to travel 50% of your time (primarily in the US)
Who You'll Work With
You will be part of our Fast Growth Tech team. Fast Growth Tech is part of McKinsey's New Ventures. New Ventures fosters innovation within McKinsey by developing new products/services in analytics, design thinking, mobile and social, and integrating them into our client work. It is helping to shift our model toward asset-based consulting and is a foundation for – and expands our investment in – our entrepreneurial culture. Through innovative software as a service solutions, strategic acquisitions, and a vibrant ecosystem of alliances, we are redefining what it means to work with McKinsey.
McKinsey's Fast Growth Tech (FGT) practice is a Firm practice within New Ventures that helps startups (VC or growth PE backed) achieve success. To date we have served more than 100 startups (from Series B to pre-IPO) on topics like pricing, sales effectiveness, product value propositions, and customer churn. We are growing rapidly and are looking for people who are passionate about the startup ecosystem to join us.
New Ventures fosters innovation driven by analytics, design thinking, mobile and social by developing new products/services and integrating them into our client work. It is helping to shift our model toward asset-based consulting and is a foundation for –and expands our investment in –our entrepreneurial culture.
Through innovative software as a service solutions, strategic acquisitions, and a vibrant ecosystem of alliances, we are redefining what it means to work with McKinsey. As one of the fastest-growing parts of our firm, New Ventures has more than 1,000 dedicated professionals (including more than 800 analysts and data scientists) and we're hiring more mathematicians, data scientists, designers, software engineers, product managers, client development managers and general managers.]
What You'll Do
We are seeking a senior pricing expert to help us build our practice serving SaaS startups on one of their most critical issues and opportunities, which is how to set price, implement pricing at a tactical level, and manage pricing as a company grows. You will be leading our pricing practice overall, establishing our service lines, leading client and knowledge development and acting as a senior leader on client engagements. Depending on your capabilities you may also help us define and execute our pricing initiatives within the consumer vertical.
The Pricing Expert will be responsible for Service Line development: Lead the development of our FGT Practice pricing service line strategy with FGT leaders and McKinsey software pricing experts including specific topics to focus on, clients or sectors to target, reach and reputation initiatives and solutions to best serve SaaS startups on their issues. Understand our current service line offerings, project work, and client needs and help develop improvements to our current approaches, client communication materials and overall approach to serving startups on their pricing issue, including technology products to offer. Develop an overall plan for pricing so that McKinsey remains the pre-eminent advisor to the startup ecosystem on pricing issues.
You will be responsible for client development and project execution, working with our geographic client development leaders to support the development of new clients and further development of current clients by collaborating with colleagues to drive pricing related discussions, build relationships, and most importantly prepare and present proposals. Co-lead or advise on pricing engagements to ensure we execute we deliver distinctive recommendations on pricing issue
You will work with our knowledge lead, solutions lead (i.e., product leader) and marketing lead to build the underlying foundation for distinctively serving SaaS startups to help them set and manage price as they grow. You will work with our knowledge lead to deepen and develop further knowledge in pricing best practices for SaaS startups and possibly consumer as well. You will work with our Market lead to determine how best to enhance our reputation and reach in pricing, including presenting at relevant internal and external conferences, with investors and with colleagues and the press. You will work with our Solutions leader to Identify potential technology solutions to pricing and to validate these solutions as they are built or acquired and work closely with our colleagues serving larger SaaS companies in this space to share best practices.
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Danielle is one of the leaders of McKinsey’s business with retail and consumer clients. She oversees client projects and helps her teams and her clients utilize McKinsey’s resources.
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