Pricing Strategy Director

Role Description

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

The Pricing Strategy Director, AI Ecosystem Partners will be accountable for the overall coordination, strategic alignment, and commercial success of pricing and packaging across Cloudera’s AI Ecosystem Partner products. This role focuses on defining commercial monetization models for partner solutions and driving high-growth commercial strategy initiatives.

As a Pricing Strategy Director, AI Ecosystem Partners you will:

• Partner Packaging & Pricing Strategy: Formulate and execute strategies to price and package AI partner products, aligning commercial models with corporate growth goals of Cloudera.
• 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.

Qualifications

• 8+ years of experience in Pricing Strategy, AI Ecosystem Commercial Operations, Product Monetization, Partner / ISV Business Development, or Corporate Strategy.
• 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.
• 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.

Requirements

• This role is not eligible for immigration sponsorship.

Benefits

• 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