Principal Product Manager, Pricing, Packaging, Growth & P&L Operations (Cloud and AI Software)

Supermicro•San Jose, CA

14d

About The Position

Supermicro is seeking a Principal Product Manager to own the commercial model for its Cloud and AI software portfolio, including Supermicro Orchestrator and AI Cloud management. Reporting to the GM of AI & Cloud Software, this role defines software pricing and packaging, grows attach and expansion across AI Factory deals, runs adoption-focused promotions and launches, and operates the software P&L, including forecasting, bookings, margin, and executive reporting. The role leads pricing governance with Finance, Sales, Engineering, and Legal, and builds the SKU, price book, and quoting foundations for the portfolio. It also provides market intelligence, sales enablement, and partner programs for customers including enterprises, service providers, and NeoClouds. The position works across functions and at the executive level to support the growth and monetization of Supermicro’s Cloud and AI software offerings.

Requirements

12+ years of experience in product management, product marketing, pricing, or monetization in enterprise software or cloud infrastructure.
Proven ownership of enterprise software pricing and packaging, including subscription and consumption pricing; experience running a pricing committee or deal desk.
Experience owning or operating a P&L or business plan for a software or cloud business, including forecast, margin, bookings, and revenue reporting.
Track record of growth and go-to-market execution, including product launches, promotions, sales enablement, and partner programs.
Strong analytical skills, including financial modeling, unit economics, TCO and ROI analysis, and market and competitive research.
Working knowledge of AI infrastructure and cloud-native software, including Generative AI, Kubernetes, orchestration, and hybrid cloud solutions.
Experience engaging with Tier-1 telcos, cloud service providers, and enterprise AI adopters.
Excellent executive communication and cross-functional leadership across Finance, Sales, Engineering, and Marketing.
Bachelor’s degree in Computer Science, Engineering, Business, or a related field.

Nice To Haves

Familiarity with SKU, price book, licensing, and CPQ processes.
Experience at a software or infrastructure company such as VMware.
MBA.

Responsibilities

Own pricing and packaging strategy for the Cloud and AI software portfolio, including tiers, subscription and consumption models, and software-plus-hardware bundles for AI Factory solutions.
Lead pricing governance with Finance, Sales, Engineering, and Legal; establish discount guardrails, deal-desk processes, and exception procedures.
Own software business P&L operations, including forecast, bookings, revenue, gross margin, and attach rate, and conduct monthly and quarterly executive business reviews.
Manage software monetization operations, including SKU creation, price books, licensing and entitlements, quoting, renewals, and partner and channel price lists.
Define and execute software attach and expansion growth strategies across closed purchase orders and pipeline deals, including proof-of-concept conversion and in-account expansion.
Design and run promotional programs, including launch pricing, early-adopter offers, bundle promotions, and partner incentives, and measure their return.
Lead customer and market intelligence, including segmentation, addressable market sizing, competitive pricing and positioning analysis, and win/loss reviews.
Plan and deliver product launches and go-to-market programs with Product Management, Engineering, Sales, Marketing, Alliances, and Communications.
Build sales and partner enablement materials and programs, including pricing playbooks, battlecards, TCO and ROI calculators, and sales kickoff training.
Use customer and usage data to influence the product roadmap, including trial, onboarding, and renewal experiences.
Engage ecosystem partners such as NVIDIA, VMware, OpenAI, and Hugging Face on joint pricing, packaging, and go-to-market.
Represent Supermicro at customer briefings, analyst events, conferences, and industry events to position its AI Cloud offerings.