Principal PM, Pricing & Commercial Strategy (Remote)

BMC Software, Inc.; New York (NY); À distance; USD 153 000 - 255 000; Plein temps

Résumé du poste

BMC Software, Inc. is seeking a Principal Product Manager, Pricing and Commercial Strategy for Control-M.

You will own pricing, packaging, and commercial policy across on-premises and SaaS offerings, collaborating with Sales, Finance, Legal, and Professional Services to simplify models and accelerate time-to-revenue. Based in the US (Eastern preferred), you will lead deal approvals, publish decision logs, and drive migration economics, ensuring pricing remains simple, measurable, and

Qualifications

• 10+ years of experience in B2B enterprise software.
• 5+ years owning pricing and packaging for a direct-sales software product.
• Proven track record of changing price books, approval matrices, or SKUs.
• Strong understanding of subscription, usage-based, and migration economics.
• Ability to model margin, cost-to-serve, renewal value, and transition economics.
• Product judgment to assess buyer, value metrics, and entitlements.
• Comfort presenting to senior leaders and collaborating with Finance, Legal, Sales Ops.
• Hands-on experience with CPQ and CRM systems, ideally Salesforce.
• Bachelor's degree in business, economics, engineering, or related field.
• Based in the US, Eastern time zone preferred.

Responsabilités

• Own deal approvals and escalation 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.

Connaissances

Pricing strategy

Deal desk

CPQ systems

Sales collaboration

Analytics

SaaS/On-prem pricing

Margin modeling

Formation

Bachelor's degree in business, economics, engineering

Outils

Salesforce

Zuora

CPQ

Description du poste

BMC Software, Inc. is seeking a Principal Product Manager, Pricing and Commercial Strategy for Control-M.

You will own pricing, packaging, and commercial policy across on-premises and SaaS offerings, collaborating with Sales, Finance, Legal, and Professional Services to simplify models and accelerate time-to-revenue. Based in the US (Eastern preferred), you will lead deal approvals, publish decision logs, and drive migration economics, ensuring pricing remains simple, measurable, and