Principal Outbound Product Manager - AI / Agentic Automation

BMC Software•Santa Clara, CA

About The Position

BMC is seeking a Principal Outbound Product Manager to turn customer needs and technical capabilities into market strategy and repeatable adoption for its Digital Business Automation portfolio. The role focuses on AI capabilities for Control-M and new agentic AI products, including improving workflow creation and operations and orchestrating AI-enabled work. This principal individual-contributor role owns outbound strategy for assigned AI offers and connects their value to the broader portfolio narrative. The role partners with inbound product management, AI engineering, solution marketing, sales and presales, forward-deployed engineering and solutions teams, customer success, partners, and security. Inbound product management and engineering retain roadmap and implementation decisions; this role brings market evidence and drives commercial readiness and adoption. Success includes defining and validating target use cases, segments, customer value, and business baselines; preparing credible launches and demonstrations; supporting design partners and customer pilots through production adoption; and incorporating trust, control, governance, and auditability into the value story. The position also supports strategic sales opportunities, informs commercialization, measures adoption and field readiness, shares learning, and mentors peers.

Requirements

10+ years of experience in enterprise software across product management, outbound product management, technical product marketing, presales, or solutions roles, with a strong launch record and substantial direct customer experience.
Demonstrated ownership of an externally sold enterprise AI or agentic offering beyond demonstrations, from customer pilots through measured production adoption, with the ability to explain personal contributions and evidence of customer value.
Hands-on familiarity with large language models, retrieval and grounding, tool use, and agent workflows; ability to validate a demonstration or prototype and explain quality, cost, latency, and trust tradeoffs to technical and executive buyers.
Strong positioning and communication skills, including experience translating complex technology into clear customer outcomes, effective field enablement, and persuasive executive conversations.
Ability to design customer validation, distinguish promising experiments from production evidence, and build ROI cases from agreed baselines rather than unsupported projections.
Record of influencing engineering, marketing, sales, and customer-success teams; sound judgment in ambiguous markets; and ability to take initiatives from strategy through execution.
A degree in a relevant field or equivalent practical experience.

Nice To Haves

Experience with application or data workflow orchestration, enterprise automation platforms, and hybrid environments spanning mainframe, on-premises, and cloud.
Experience integrating enterprise AI or agent ecosystems, particularly where permissions, governance, operational controls, and auditability matter in regulated deployments.
Familiarity with SaaS commercialization and usage economics, and ability to explore an AI platform or validate a lightweight prototype using APIs or Python.

Responsibilities

Define target segments, buyer and user personas, and priority use cases for assigned AI offers; develop customer-backed value hypotheses and business cases using agreed baselines.
Own differentiated positioning and competitive insight in partnership with solution marketing, accurately explaining product capabilities, maturity, deployment requirements, and limitations.
Lead launch and market-readiness plans, aligning use-case narratives, launch criteria, reference architectures, demonstrations, seller assets, and customer-success preparation.
Build and validate demonstrations with architects and AI engineering, and provide sellers, presales, solutions teams, and partners with discovery guides, objection handling, and hands-on training.
Recruit and support design partners and early-access customers; define pilot criteria, evaluation methods, business baselines, and production-readiness gates, and turn results into credible customer evidence.
Drive the transition from pilot to production with customer success and delivery teams by addressing activation, integration, and sustained-usage barriers and creating repeatable adoption playbooks.
Work with engineering and security to explain permissions, grounding, evaluation, failure modes, human approvals, governance, auditability, and the need for oversight.
Support strategic customers and sales opportunities through discovery, executive discussions, and solution validation; represent assigned offers with analysts, partners, and at industry events.
Translate customer, field, competitive, and usage insights into evidence-based recommendations for inbound product management while leaving roadmap and implementation ownership with product management and engineering.
Provide market and customer input into packaging, pricing, and commercialization; test usage economics, quality, cost, and customer value where consumption-based models apply.
Measure adoption and field readiness, share learning across the portfolio, and mentor peers.