Pricing Strategy Director, AI Ecosystem Partners

Business Area:
Corp. Strategy Seniority Level: Director

Job 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. 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. Serving as a strategic partner and commercial force multiplier for AI Ecosystem and Product Leadership, this function requires an extremely proactive, market-savvy, and analytical leader who will ensure both optimal partner commercial structures and seamless pricing execution.

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 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.

We’re excited about you if you have:

• 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…