Principal Product Manager - Pricing and Commercial Strategy

Job description

BMC empowers nearly 80% of the Forbes Global 100 to accelerate business value, faster than humanly possible. Our industry-leading portfolio unlocks human and machine potential to drive business growth, innovation, and sustainable success. BMC does this in a simple and optimized way by connecting people, systems, and data that power the world’s largest organizations so they can seize a competitive advantage. “At BMC trust is not just a word - it's a way of life!" We are an award-winning, equal opportunity, culturally diverse, fun place to be. Giving back to the community drives us to be better every single day. Our work environment allows you to balance your priorities, because we know you will bring your best every day. We will champion your wins and shout them from the rooftops. Your peers will inspire, drive, support you, and make you laugh out loud! We help our customers free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead - and are relentless in the pursuit of innovation! The Digital Business Automation (DBA) product line is BMC's industry-leading orchestration and automation platform. Control-M from BMC helps the world's largest companies automate time-sensitive, business-critical workflows. We orchestrate data and ML pipelines, supply chains, production lines, financial transactions, and many other processes in complex IT environments worldwide. BMC is looking for a Principal Product Manager, Pricing and Commercial Strategy to join our amazing Control-M product management team! This role is based in the United States, with a strong preference for the East Coast (Eastern time zone) . We will also consider exceptional candidates in the Midwest (Central time zone). Control-M is sold through a global direct sales force and partners, as both on-premises software and Control-M SaaS, and our customers are moving to SaaS at their own pace. In this role, you will own how Control-M is priced, packaged, and approved across the DBA portfolio, including on-premises, SaaS, add-ons, AI credits, migration offers, and partner deals. You will be the commercial decision point for deals every day, and you will turn recurring deal exceptions into price book changes, published policy, CPQ rules, or clear executive decisions. By the end of your first year, sellers get faster answers, our product managers no longer review ordinary quotes, and every new offer reaches the market with a commercial model that is simple to sell and measurable to deliver. This is a senior individual contributor role on the Product Management track. It reports to the VP of Product Management, Digital Business Automation, and works closely with product leaders for SaaS and on-premises, Finance, Product Marketing, Sales, Sales Operations, Legal, the License Compliance Office, Professional Services, and SaaS Engineering. Much of our product team is based in Tel Aviv, so you will overlap their afternoon for handoffs and support US sellers on Fridays when our Israel colleagues are off. Key Responsibilities: Own deal approvals and escalations across the full Control-M commercial queue in Salesforce, including migration pricing, license compliance resolutions, partner transactions, renewal economics, credit entitlements, and customer due-diligence questions. Define and publish written approval authority, exception policy, and a decision log, and arrange quarter-end coverage with a named backup so sellers always know who decides and how fast. Review mixed on-premises and SaaS deals as one economic model, including transition periods and revenue allocation, so customers can move to SaaS while BMC keeps the value of the relationship. Own the pricing architecture, packaging, SKUs, units of measure, discount structure, and offer lifecycle for Control-M on-premises and Control-M SaaS. Lead SaaS commercial simplification, including a simplified commercial model proposal and the retirement of legacy SKUs. Package add-ons and new offers, including AI credits and consumption-based capabilities, once the owning product manager has validated their value, and run controlled availability for new commercial models. Run a monetization review for roadmap items so every new capability goes into launch planning with its pricing and packaging decided. Build the commercial evidence for SaaS migration, partner, and outsourcer deals, and design migration offers and transition pricing in partnership with Professional Services. Provide the commercial interpretation of usage metrics, entitlements, anomaly treatment, and forgiveness thresholds for license compliance, and confirm that non-standard terms can be measured by usage reporting before they are approved. Build and maintain a commercial analytics baseline covering request volume, categories, handling time, rework, exception rate, discount distribution, and margin, and rank a quarterly commercial backlog by workload removed and revenue impact relative to implementation cost. Requirements: 10+ years of experience in B2B enterprise software, including at least 5 years owning pricing and packaging, an enterprise deal desk, or commercial product management for software sold through a direct sales force A track record of changing a price book, approval matrix, discount structure, or SKU architecture, and measuring the result Strong understanding of subscription, consumption, usage-based, and migration economics, including on-premises to SaaS transitions The ability to model margin, cost-to-serve, renewal value, and transition economics, and to explain the trade-offs to senior leaders The product judgment to assess the buyer, value metric, and entitlement implications of a commercial decision The confidence to hold a decision line with senior sellers, and the openness to change the rule when the evidence shows it is wrong Hands-on experience with CPQ and CRM systems, ideally Salesforce Excellent written and verbal communication skills, including policy and decision documents that sellers can apply without a meeting Experience working with Finance, Legal, and Sales Operations on approval workflows and commercial controls Bachelor's degree in business, economics, engineering, or a related field, or equivalent practical experience Based in the US, Eastern time zone preferred, Central time zone considered for an exceptional candidate Nice to Have: Experience with Zuora or another subscription billing platform Experience packaging AI capabilities with credits or other consumption-based models Knowledge of software license compliance and usage-based entitlement models Experience with partner, reseller, or outsourcer commercial models Knowledge of workload automation, orchestration, or IT operations software An MBA or advanced degree #LI-Remote Our commitment to you! BMC’s culture is built around its people. We have 6000+ brilliant minds working together across the globe. You won’t be known just by your employee number, but for your true authentic self. BMC lets you be YOU! If after reading the above, You’re unsure if you meet the qualifications of this role but are deeply excited about BMC and this team, we still encourage you to apply! We want to attract talents from diverse backgrounds and experience to ensure we face the world together with the best ideas! BMC is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender, gender expression, gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status as a protected veteran. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page. BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process. The annual base salary range represents the low and high end of the BMC salary range for this p