Pricing Strategy Director, AI Ecosystem Partners

Responsibilities

• Partner Packaging & Pricing Strategy: Formulate and execute strategies to price and package AI partner products, aligning commercial models with corporate growth goals of Cloduera.
• Partner Negotiations & Commercial Terms
• Discuss and negotiate pricing terms directly with strategic AI partners, ensuring mutually beneficial economics, royalty structures, and sustainable long-term commercial agreements.
• Competitive Analysis & Positioning
• Conduct comprehensive competitive analysis to establish optimal end-customer pricing, discount structures, and partner margins across the AI partner product portfolio.
• Operational Architecture
• Design and plan required end-to-end commercial operations, including SKU creation, pricing operations, royalty reporting, billing workflows, and metering infrastructure for partner solutions.
• Ecosystem & Marketplace Building
• Partner cross-functionally with Product Management, Applied AI, Corporate Development, Finance, and Sales Operations to build scalable marketplace commercial frameworks and facilitate consumption-based monetization programs.

Requirements

• 8+ years of experience in Pricing Strategy, AI Ecosystem Commercial Operations, Product Monetization, Partner / ISV Business Development, or Corporate Strategy.
• Demonstrated proficiency in AI product monetization, including pricing framework design for artificial intelligence features, machine learning workloads, and token/usage-based models.
• Hands-on experience developing and managing consumption-based pricing and usage metering models alongside traditional subscription frameworks.
• Experience building or scaling software marketplace systems from a commercial and monetization perspective.
• Deep understanding of OEM agreements, re-sell commercial levers, royalty structures, revenue-share splits, and contractual terms with technology partners.
• Skillful at translating complex partner integration strategies into clear, actionable, and value-backed commercial options for field sales teams and partners.
• Strong capability to conduct competitive benchmarking, price elasticity modeling, and financial analysis to determine optimal end-customer pricing and margin health.
• Proficiency in navigating operational details including pricing operations, SKU setup, metering infrastructure, billing systems, and automated royalty reporting processes.
• Experience defining KPIs and tracking mechanisms to evaluate the long-term health, margin profitability, and adoption of strategic commercial programs.
• Sharp collaborative skills to bridge the gap between abstract AI ecosystem strategy, product roadmap requirements, and real-world commercial execution.
• This role is not eligible for immigration sponsorship.

Preferred

• Prior experience in high-growth B2B tech, SaaS, cloud infrastructure, enterprise software, or AI software environments managing multi-product portfolios or partner integration models is highly preferred.

Pay

• The anticipated annual base salary range for this position is: Illinois: $157,000- 175,000 Colorado: $157,000- 175,000
• Individual compensation within the published range is determined by the candidate's skills, experience, qualifications, and primary work location.
• In addition to base pay, sales roles are eligible for Cloudera's commission plan, while non-sales roles are eligible for the corporate incentive plan.

Benefits

• All employees receive a comprehensive benefits package.
• Generous PTO Policy
• Support work life balance with Unplugged Days
• Flexible WFH Policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Access to Continued Career Development
• Comprehensive Benefits and Competitive Packages
• Paid Volunteer Time
• Employee Resource Groups

Business Area

Corp.

Strategy Seniority Level

Director