Company overview

Headquartered in Oslo, Norway, and with customers in over 100 countries, Appear AS is a leading supplier of media processing and delivery technology—providing the backbone that production companies, telcos and broadcasters trust to make immersive live experiences possible for their viewers.

Founded in 2004 by 11 former Tandberg Television employees, Appear is now renowned in the market for world-class hardware & software products and service support. With a focus on modularity, quality, and efficiency, we are committed to ensuring that our products and their operation create the lowest impact possible on the environment.

We have won several national and international prizes for revenue growth, internationalization, and technology. In 2021 we won TVB Europe’s coveted Best of Show and were awarded a grant from Innovation Norway for the NEO Series—an efficient new server-based line of software compression products.

With continuing consumer demand for more content across more devices, we actively participate with industry bodies and technology partners to advance standardization and continuously innovate—helping our customers stay one step ahead in a market where expectations and requirements are constantly evolving.

Candidate profile

We have an opportunity to join Appear as a Commercial Pricing Manager. We are looking for someone to drive change and improvement in our pricing model to take our growth to the next level.

You will have experience in leading and setting the pricing strategy and structure for portfolio hardware and software products that address multiple geographic markets to deliver the overall revenue and profit goals operating in a B2B environment. You include capex based (one-off based) pricing model and recurring revenue (Opex/SaaS) based pricing models.

You will be high analytical in terms of ability to review structured and unstructured data set and input, and be an highly competent with Microsoft Excel user to develop and model financial proposals, analysis and solutions for our product and more complex solutions for clients.

You will have proven success in analyzing win/loss data, combined with multiple market/competitor-based analysis that drives commercial pricing changes and improvements that help meet in year budget and longer-term growth goals,

With a commercial and value proposition mindset, you’ll bring innovation and creative pricing solutions to enable successful outcomes within a fast paced and ever-changing environment. You will have worked in a technology sector with proven ability to understand the technical fundamentals of hardware, software, and support services so you can translate these into pricing outcomes and deliverables.

You’ll be part of a global team so the ability to communicate and build strong relationships across different time zones with different cultures will be critical to your success.

This position will be located either in Oslo, Norway or London/Southampton, UK. 

Responsibilities

• Responsible for reviewing and setting pricing strategy and structure for Appear’s current portfolio of product platforms and services, while leading the future pricing strategy to evolve to more recurring revenue models and new services proposition
  
  
• Responsible for pricing execution supporting sales around the globe with a very wide range of customers
  
• Responsible for commercial case execution and end-to-end pricing design, including pricing mechanisms/models and commercial terms and conditions to maximize in-year and life-time sales and profitability of offers to customers around the world 
  
• Work closely with supply chain to provide pricing and commercial analysis and insight to support medium / long term cost optimization
  
• Develop global / customer / case-specific pricing strategies, ensuring short- and long-term competitive positioning and profitability of the solution portfolio offer in line with the business group guidelines and account strategy
  
• Define and development of value-added propositions and tools that help sales to articulate and push our unique and value proposition to customers in a clear and compelling way
  
• In charge of pricing execution, commercial strategy, and negotiation as well as complex offer approval License to Deal (L2D) for responsible business group
  
• Perform pricing optimization in strong alignment with end-to-end pricing strategy and collect market pricing information, continuously looking for further optimization, automation, and simplification of processes
  
• Understand industry and enterprise segment specific topics influencing the short- and long-term monetization potential of the business as well bring in ideas to improve pricing execution and accelerate Appear growth
  
• Build effective partnerships with Sales, Pre-Sales, Product manager stakeholders, Delivery, Business Development, Finance, L&C; and business domains and embed clear roles & responsibilities closely to the business

Candidate profile

The ideal candidate would have a Degree in Engineering, Science, Business/ Finance/ Economics or Law and 7+ years of experience in any of the following areas:

• Sales (account management, pre-sales, solution, or technical sales
  
• Sales and/or product management support (bid management, product management, commercial management) sales operations and planning, value-based sales, and solutions
  
• Commercials (pricing, offer control, contract management, and L&C
  
  Other experience
  
• Understanding of the portfolio/product lifecycle and how pricing and commercial strategy and thinking needs to adapt
  
  
• An understanding of sales, bid and commercial processes including Total Cost of Ownership, RACI, stakeholders, and deliverables
  
• Understanding of commercial concepts such as pricing, finance, T&C’s, or contracts
  
• Experience using online pricing tools, (CPQ preferred) is high preferable
  
• Fluent in English (both written and spoken)
  
• Strong and effective communication skills with ability to build relationships with team members and stakeholders
  
• Has the desire to transform commercial management and initiates new ideas to challenge the status quo
  
• Strong analytical, problem solving and synthesis skills
  
• Organizational skills and ability to work under time pressure supporting customers around the world. Ability to prioritize towards the defined goals and expected results. 
  
• Demonstrate flexibility and pragmatism, while maintaining the highest standards of quality for your own and other people’s work

Working at Appear

We’re an informal organization with a lot of positive energy and an inclusive environment. Here at Appear you will benefit from the entrepreneurial vigor of a medium-sized organization while working closely with decision makers and customers, all while working with world class cutting-edge technology.

Appear is committed to inclusion and is an equal opportunity employer. We act inclusively and respect the uniqueness of people. Appear’s employment decisions are made regardless of race, color, national or ethnic origin, religion, gender, sexual orientation, gender identity or expression, age, marital status, disability, protected veteran status or other characteristics protected by law. We are committed to a culture of inclusion built upon our core value of respect.

Join us and be part of a company where you will feel included and empowered to succeed.