Principal Product Manager - Pricing and Commercial Strategy

BMC Software

3d•$152,850 - $254,750•Remote

About The Position

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.

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 Haves

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

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.