Senior Pricing Manager

Wilson Sonsini is the premier legal advisor to technology, life sciences, and other growth enterprises worldwide. We represent companies at every stage of development, from entrepreneurial start-ups to multibillion-dollar global corporations, as well as the venture firms, private equity firms, and investment banks that finance and advise them. The firm has approximately 1,200 attorneys in 19 offices: 14 in the U.S., three in China, and two in Europe. Our broad spectrum of practices and entrepreneurial spirit allow our staff exceptional opportunities for professional achievement and career growth.

The Pricing team supports lawyers with the full spectrum of pricing needs, including rate management and negotiation, the creation and management of alternative fee arrangements (AFAs), development of product pricing strategies and innovative approaches to important business issues that impact client acquisition, retention, and profitability.

Our London office is seeking a Senior Pricing Manager to join our dynamic team. This role is instrumental in leading our pricing strategies and initiatives, ensuring our services are competitively and strategically positioned in the market. The ideal candidate will bring a sophisticated understanding of pricing models, keen insight into the UK/European legal market, and deep knowledge of Legal Project Management (LPM) to drive profitability and innovation in service delivery.

Responsibilities include, but are not limited to:

Develop, define, and implement advanced pricing strategies based on our firm's financial objectives, with full consideration given to the unique offering of the London office, the UK legal market, and pricing capabilities. Lead the annual client rate review and negotiation processes, ensuring competitive positioning while maintaining firm profitability. Leverage LPM principles and resources to enhance pricing models and profitability analyses. Collaborate with stakeholders across functions, including lawyers, Finance, IT, and Business Development, to create tailored pricing solutions for our clients, prepare RFP responses, and integrate pricing strategies within the firm's broader operational and technological frameworks. Utilize financial modeling to evaluate pricing structures and their impact on the firm's bottom line, incorporating best practices in financial reporting and internal controls. Maintain and further develop a deep understanding of the UK/European market’s competitive landscape, using this knowledge to inform pricing decisions and strategies. Conduct market analysis to identify pricing opportunities and threats, presenting findings and strategic recommendations to senior management. Collaborate closely with LPM, Finance, and IT to leverage data analytics and technology solutions, such as Power BI and SQL, to refine pricing models and decision-making processes. Contribute to innovation and digital transformation initiatives, exploring the use of AI and machine learning to optimize pricing strategies and client value. Lead education sessions for London-based lawyers to develop their understanding and awareness of effective pricing and negotiation strategies, AFAs, and other value-based proposals; altogether enhancing the firm's financial literacy and profitability awareness. Stay informed of AFA trends within the London legal market, learning and apply new concepts. Foster a culture of continuous process improvement and innovation within the Pricing team, encouraging the adoption of new technologies and methodologies to enhance efficiency and effectiveness.

Qualifications:

Bachelor's degree in Finance, Economics, Accounting, or related field; an MBA or equivalent is a plus. A minimum of 7+ years of experience in financial analysis, with a strong preference for candidates with previous pricing experience in a legal or professional services environment. Demonstrated experience in managing complex pricing strategies and large data sets to drive decision-making. Deep familiarity with European legal market dynamics and varied pricing methodologies. Effective leadership capabilities with a proven history of managing and developing teams (whether direct reports or cross-functional). A strong commitment to excellence, ownership, and accountability. Excellent communication and negotiation skills, capable of effectively articulating pricing strategies and influencing key stakeholders. Self-motivated with a strong sense of urgency and the ability to work under pressure in a fast-paced environment. Exceptional attention to detail. Considerable familiarity with LPM practices and how they intersect with pricing strategy to drive efficiency and client value. Proficiency in financial software and tools, including SQL, VBA, Power BI, and Aderant a plus. Experience working with US-headquartered law firms a plus.
 

We offer a highly competitive salary and benefits package. Visit our website here. Equal Opportunity Employer.