About this role
Job Req ID: 30575 About Supermicro: Supermicro® is a Top Tier provider of advanced server, storage, and networking solutions for Data Center, Cloud Computing, Enterprise IT, Hadoop/ Big Data, Hyperscale, HPC and IoT/Embedded customers worldwide. We are the #5 fastest growing company among the Silicon Valley Top 50 technology firms. Our unprecedented global expansion has provided us with the opportunity to offer a large number of new positions to the technology community. We seek talented, passionate, and committed engineers, technologists, and business leaders to join us.
Job Summary
- Supermicro is looking for 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, you will define how the software is priced and packaged, grow its attach and expansion across AI Factory deals, run the promotions and launches that drive adoption, and operate the software P&L, including forecast, bookings, margin and executive reporting.
- You will lead pricing governance with Finance, Sales, Engineering and Legal, and build the SKU, price book and quoting foundations behind it.
- You will also provide the market intelligence, sales enablement and partner programs that support a customer base spanning Enterprises, Service Providers, and NeoClouds.
- The ideal candidate has 15+ years in product management, product marketing or pricing at an enterprise software or cloud infrastructure company, has owned pricing and packaging and a P&L or business plan, and can work across Finance, Sales, Engineering and Marketing at the executive level.
Essential Duties and Responsibilities
- Own pricing and packaging strategy for Supermicro’s Cloud and AI software portfolio, including tiering, subscription and consumption models, and software-plus-hardware bundles for AI Factory solutions.
- Lead pricing governance: run the pricing committee with Finance, Sales, Engineering and Legal, and define discount guardrails, deal desk and exception processes.
- Own P&L operations for the software business, including forecast, bookings, revenue, gross margin and attach rate, with monthly and quarterly business reviews for executive staff.
- Drive software monetization operations: SKU creation, price books, licensing and entitlements, quoting, renewals, and partner and channel price lists.
- Define and execute the growth strategy for software attach and expansion across closed POs and pipeline deals, including proof-of-concept to paid conversion and in-account expansion.
- Design and run promotional programs (launch pricing, early-adopter offers, bundle promotions, partner incentives) and measure their return.
- Lead customer and market intelligence: 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, including pricing playbooks, battlecards, TCO and ROI calculators, and training at sales kickoffs.
- Use customer and usage data to influence the product roadmap, including trial, onboarding and renewal experiences.
- Engage ecosystem partners (e.g., NVIDIA, VMware, OpenAI, Hugging Face) on joint pricing, packaging and go-to-market.
- Represent Supermicro at customer briefings, analyst events, conferences, and industry events to position our AI Cloud offerings.
Qualifications
- 12+ years of experience in product management, product marketing, pricing or monetization in enterprise software or cloud infrastructure.
- Proven ownership of pricing and packaging for enterprise software, including subscription and consumption pricing; experience running a pricing committee or deal desk.
- Experience owning or operating a P&L or business plan (forecast, margin, bookings and revenue reporting) for a software or cloud business.
- Track record of growth and go-to-market execution: product launches, promotions, sales enablement and partner programs.
- Strong analytical skills: 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.
- Familiarity with SKU, price book, licensing and CPQ processes; experience at a software or infrastructure company such as VMware is a plus.
- 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; MBA is a plus.
Salary Range $200,000 - $230,000 The Salary offered will depend on several factors, including your location, level, education, training, specific skills, years of experience, and comparison to other employees already in this role. In addition to a comprehensive benefits package, candidates may be eligible for other forms of compensation, such as participation in bonus and equity award programs.
EEO
Statement Supermicro is an Equal Opportunity Employer and embraces diversity in our employee population. It is the policy of Supermicro to provide equal opportunity to all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or special disabled veteran, marital status, pregnancy, genetic information, or any other legally protected status.