Pricing Manager in at Ellkay LLC
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Job Description
ELLKAY started out providing connectivity solutions to laboratories and within a few years, grew to also provide data management solutions to ambulatory organizations. ELLKAY is now a trusted data management partner in five healthcare segments. ELLKAY’s solutions continue to serve laboratories and ambulatory practices and have expanded to empower hospitals and health systems, healthcare IT vendors, ambulatory practices, health plans, and other healthcare organizations with cutting-edge technologies and solutions that drive their growth and interoperability strategies.
Today, ELLKAY remains true to our core values, building strong partner relationships and offering unparalleled service and support while providing innovative, scalable solutions to the challenges our customers face in today’s data-rich world.
ELLKAY's experience, customer-focused approach, and reputation for innovation, speed, and accuracy differentiate ELLKAY as a premier partner for your interoperability needs and data management strategy.
We're seeking a Pricing Manager to own pricing as a discipline at ELLKAY as we evolve toward value-based, SKU-driven pricing across our portfolio. Product teams create value; you maximize revenue through effective pricing. This is a build-and-lead role: you'll personally conduct the research, build the pricing models and price book, and design the SKU and discount structures, while leading pricing strategy and alignment across Product, Sales, Customer Success, Finance, and Rev Ops. You are the point of accountability for pricing end-to-end — strategy through execution, measurement, and refinement.
Essential Duties & Responsibilities:
Pricing Strategy and Research
- Own the company's pricing strategy and lead the shift to value-based pricing grounded in willingness to pay, continuously evaluating pricing strategy, SKU architecture, and CPQ direction as market, product, and business conditions evolve
- Conduct pricing research — win/loss analysis, customer and market research, price sensitivity modeling — and partner with Product Marketing on competitive pricing intelligence: competitor list prices, packaging, and discounting behavior
- Design scaled value metrics for each product line, evaluating usage-based and consumption models, and partner with product leaders so every new product and feature ships with a pricing model
Packaging and Price Setting
- Partner with Product Leaders to align packaging strategy with product strategy and roadmap
- Define and maintain the SKU catalog, bundles, and packaging structures across the portfolio, and set and maintain list prices for every SKU
- Build and maintain discount matrices with clear approval thresholds and escalation paths, plus multi-year deal frameworks, payment terms, and one-time versus subscription mix guidelines
Pricing Governance and Deal Support
- Own the official price book as a controlled document with change management and version history, and define pricing rules and structures for the CPQ system with the Business Applications team
- Serve as a major contributor to the deal desk with Rev Ops, acting as a pricing authority for deals requiring non-standard pricing
- Own pricing for custom development and non-standard scope, collaborating with Product, Engineering, Sales, Customer Success, and Delivery to translate effort estimates into defensible pricing that protects margin and to determine when custom work should be productized into a SKU
- Run a recurring price review cadence — price increases, contractual escalators, grandfathering — and periodically audit signed deals against policy to catch discount leakage, missing SKUs, and quoting errors before they hit implementation margin
Cross-Functional Partnership
- Enable Sales to sell on value: pricing training, price defense talk tracks, and ROI/value quantification tools for customer conversations
- Partner with Customer Success on renewal strategy and migrating legacy customers to SKU-based pricing
- Collaborate with Finance on margin guardrails, revenue recognition implications of packaging, and pricing inputs to forecasting
Measurement and Reporting
- Define and report on pricing effectiveness metrics — average selling price trends, realized versus list price, discount variance, win rates by price point, margin by SKU and by deal — and use those insights to recommend ongoing pricing, packaging, and policy changes
Qualifications:
- 5+ years of experience in pricing, monetization, revenue strategy, or a closely related field, with at least 2 years owning pricing for B2B software, SaaS, or technology products
- Demonstrated experience building or significantly restructuring pricing models, ideally including moving products toward value-based pricing
- Hands-on experience with SKU and packaging design, list price setting, and discount governance
- Hands-on experience with pricing research methods (willingness-to-pay studies, conjoint analysis, Van Westendorp), deal desk operation, and hybrid revenue models combining one-time, subscription, and transactional fees
- Strong analytical skills; comfortable building pricing models, analyzing deal and margin data, and turning analysis into recommendations executives can act on
- Experience working directly with sales teams on deal pricing, with the judgment to balance deal velocity against margin and policy
- Excellent communication and stakeholder management skills; able to influence product, sales, finance, and executive stakeholders without direct authority
- Advanced Excel/spreadsheet skills
- Experience evaluating or redesigning an existing pricing strategy, not only building from scratch, strongly preferred
- A plus: CPQ tooling expertise (Salesforce CPQ or similar) and consideration for how product, pricing, and packaging decisions flow downstream to contracting and financial systems; revenue recognition concepts (ASC 606) as they relate to packaging and bundling; healthcare IT or SaaS industry experience