Title:  Principal Product Manager, Keystone Offers & Business Models

Job Summary

Overview NetApp is seeking a Principal Product Manager to own the strategy, design, and execution of Keystone offers and monetization models. You will define the offers portfolio, pricing and packaging, discount guardrails, and channel/marketplace motions that accelerate Keystone growth. This is a highly cross-functional role that blends product strategy, monetization, financial modeling, and go-to-market execution.

Job Responsibilities

• Offers Strategy and Portfolio Management
• Define the Keystone offers portfolio (service tiers, solution bundles, add-ons) mapped to customer segments and use cases.
  Craft clear value propositions and competitive differentiation; drive lifecycle management (launch, iterate, sunset, migrations).
  Establish governance for SKU architecture, catalog taxonomy, and offer policies.
  Business Model Innovation
• Design and validate monetization models: pay-as-you-go, committed terms, reserved capacity, tiered subscriptions, burst/overage, outcome-based SLAs, trials/credits.
  Define metering units and entitlements (e.g., capacity, performance/throughput, data services) and align with usage telemetry.
  Pricing and Packaging
• Develop pricing frameworks, rate cards, and discount guardrails; run price-realization and elasticity analyses.
  Create promotions, incentives, and limited-time offers; manage country pricing, currency, and localization considerations.
  Marketplaces and Channel Programs
• Launch and optimize Keystone offers via cloud marketplaces (e.g., private offers, CPPO) and partner channels (resellers, MSPs).
  Define attach strategies for add-on services and cross-portfolio bundles; align incentives and rebates with Partner/Alliances teams.
  Financial Ownership and Analytics
• Model unit economics and P&L impacts; set and track ARR/NRR/GRR, gross margin, price realization, attach rates, conversion, CAC payback, and churn/expansion cohorts.
  Build business cases, forecast scenarios, and ROI/TCO narratives to drive executive alignment and investment decisions.
  Go-To-Market and Enablement
• Lead launch planning with Marketing, Sales, and CS; deliver sales playbooks, competitive battlecards, ROI tools, and enablement content.
  Partner with Customer Success on adoption, renewals, expansion, and upgrade paths; define offer qualification and sales motions.
  Quote-to-Cash and Compliance
• Define requirements for CPQ, SKU/price books, contracting, billing/invoicing, taxation, and revenue recognition in partnership with IT, RevOps, and Finance.
  Align offers with legal/commercial policies (terms, SLAs, usage policies, credits) and support global compliance.
  Data, Experiments, and Insights
• Instrument telemetry to measure usage, adoption, and overage; run A/B tests and pilots to optimize pricing, packaging, and conversion.
  Translate insights into roadmap priorities and iterative offer improvements.
  Cross-Functional Leadership
• Drive alignment with Engineering, Cloud/Ops, Finance, Legal, Sales, Marketing, and Support; set OKRs and manage a transparent backlog.
  Author crisp PRDs and policy docs for offers, pricing, metering, and catalog governance.

Job Qualifications

• 10+ years of product management and/or pricing/monetization experience in enterprise infrastructure, cloud, or SaaS; STaaS or storage domain familiarity strongly preferred.
• Proven track record designing, launching, and scaling offers and business models across direct, channel, and marketplace routes.
• Deep financial modeling skills (unit economics, cohort analysis, elasticity, price realization) with advanced Excel; SQL and experimentation experience a plus.
• Hands-on experience integrating monetization into Q2C stacks (e.g., Salesforce/CPQ, Zuora, SAP/Oracle, Stripe) and working with revenue recognition policies.
• Strong understanding of metering and entitlements, usage telemetry, and service tiers for performance/capacity and data services.
• Excellent communication, executive presence, and stakeholder management; able to simplify complex monetization topics for diverse audiences.
• MBA or equivalent experience is a plus; marketplace launch experience (AWS/Azure/GCP) and partner program design are strong differentiators.
• Success Metrics

• Offer adoption and ARR growth
• NRR/GRR and margin improvement
• Price realization and discount leakage reduction
• Attach and expansion rates for add-ons
• Trial-to-paid and pilot conversion
• Cycle time from offer concept to launch