Pricing Strategy Director, AI Ecosystem Partners
About The Position
At Cloudera, the Pricing Strategy Director, AI Ecosystem Partners is accountable for coordinating and aligning pricing and packaging strategy and driving the commercial success of AI Ecosystem Partner products. The role defines commercial monetization models for partner solutions and leads high-growth commercial strategy initiatives. As a strategic partner and commercial force multiplier for AI Ecosystem and Product Leadership, this leader develops optimal partner commercial structures and ensures effective pricing execution. The position works across product, AI, corporate development, finance, and sales operations to create scalable marketplace commercial frameworks and consumption-based monetization programs.
Requirements
- 8+ years of experience in Pricing Strategy, AI Ecosystem Commercial Operations, Product Monetization, Partner or ISV Business Development, or Corporate Strategy.
- Demonstrated proficiency in AI product monetization, including pricing frameworks for AI features, machine learning workloads, and token- or usage-based models.
- Hands-on experience developing and managing consumption-based pricing and usage metering models alongside subscription frameworks.
- Deep understanding of OEM agreements, resale commercial levers, royalty structures, revenue-share splits, and contractual terms with technology partners.
- Ability to translate complex partner integration strategies into clear, actionable, value-backed commercial options for field sales teams and partners.
- Capability to conduct competitive benchmarking, price elasticity modeling, and financial analysis to determine end-customer pricing and margin health.
- Proficiency in pricing operations, SKU setup, metering infrastructure, billing systems, and automated royalty reporting processes.
- Collaborative skills to connect AI ecosystem strategy and product roadmap requirements with commercial execution.
Nice To Haves
- Prior experience in high-growth B2B technology, SaaS, cloud infrastructure, enterprise software, or AI software environments managing multi-product portfolios or partner integration models is highly preferred.
- Experience building or scaling software marketplace systems from a commercial and monetization perspective.
Responsibilities
- Formulate and execute pricing and packaging strategies for AI partner products in alignment with corporate growth goals.
- Discuss and negotiate pricing terms with strategic AI partners, including partner economics, royalty structures, and long-term commercial agreements.
- Conduct competitive analysis to establish end-customer pricing, discount structures, and partner margins across the AI partner product portfolio.
- Design and plan end-to-end commercial operations for partner solutions, including SKU creation, pricing operations, royalty reporting, billing workflows, and metering infrastructure.
- Partner with Product Management, Applied AI, Corporate Development, Finance, and Sales Operations to build scalable marketplace commercial frameworks and enable consumption-based monetization programs.
- Define KPIs and tracking mechanisms to evaluate the long-term health, profitability, and adoption of strategic commercial programs.
Benefits
- Generous PTO policy
- Unplugged Days to support work-life balance
- Flexible work-from-home policy
- Mental and physical wellness programs
- Phone and internet reimbursement program
- Access to continued career development
- Comprehensive benefits and competitive packages
- Paid volunteer time
- Employee Resource Groups
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
