Principal Product Manager - Pricing and Commercial Strategy

BMC Software; United States; Hybrid; USD 140,000 - 190,000; Full time

Job summary

BMC Software is seeking a Principal Product Manager, Pricing and Commercial Strategy to join the Control-M product management team. Based in the United States with a strong preference for the East Coast (Eastern time zone), we will also consider candidates in the Midwest.

You will own how Control-M is priced, packaged, and approved across on-premises, SaaS, add-ons, AI credits, migration offers, and partner deals.

Responsibilities

• Own deal approvals and escalations across the Control-M commercial queue, including migration pricing and license considerations.
• Define and publish written approval authority, exception policy, and a decision log with quarterly backup coverage.
• Review mixed on-premises and SaaS deals as one economic model, including transitions and revenue allocation.
• Own the pricing architecture, packaging, SKUs, units of measure, discount structure, and offer lifecycle for Control-M on-premises and SaaS.
• Lead SaaS commercial simplification, including a simplified model and retirement of legacy SKUs.
• Package add-ons and new offers (AI credits, consumption-based capabilities) after value validation.
• Run monetization reviews for roadmap items to align pricing and launch plans with pricing decisions.
• Build commercial evidence for SaaS migration, partner, and outsourcer deals, and design migration offers with Professional Services.
• Provide commercial interpretation of usage metrics, entitlements, anomaly treatment, and forgiveness thresholds for license compliance.

Job description

Description and Requirements

"At BMC trust is not just a word - it's a way of life!"

CareerArc Code
CA-AJ

Hybrid

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.