Principal Product Manager, Keystone Offers & Business Models
Remote - CA; Canada; Remote; United States
Overview
At NetApp, we have a history of helping customers turn challenges into business opportunities. That’s because we bring new thinking to age-old problems, like how to use data most effectively in the most efficient possible way. As an Engineer with NetApp, you’ll have the opportunity to work with modern cloud and container orchestration technologies in a production setting. You’ll play an important role in scaling systems sustainably through automation and evolving them by pushing for changes to improve reliability and velocity.
Success profile
Ready to be an engineer at NetApp? Explore the traits that can help you thrive.
- Analytical
- Adaptable
- Communicator
- Detail-oriented
- Quick-thinking
- Problem solver
Responsibilities
Canada; Remote; United States Job category: Engineering Job ID: 133024-en_USAbout NetApp
NetApp is the intelligent data infrastructure company, turning a world of disruption into opportunity for every customer. No matter the data type, workload or environment, we help our customers identify and realize new business possibilities. And it all starts with our people.
If this sounds like something you want to be part of, NetApp is the place for you. You can help bring new ideas to life, approaching each challenge with fresh eyes. Of course, you won't be doing it alone. At NetApp, we're all about asking for help when we need it, collaborating with others, and partnering across the organization - and beyond.
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
Compensation:
The target salary range for this position is 207,400 - 309,100 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.
At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
Why NetApp?
We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.
We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. Finally, we provide financial savings programs to help you plan for your future.
If you want to help us build knowledge and solve big problems, let's talk.
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.
Our values
Put the customer at the center. Care for each other and our communities. Think and act like owners. Build belonging every day. Embrace a growth mindset.
Benefits
Volunteer time off
40 hours of paid volunteer time each year.
Well-being
Employee Assistance Program, fitness, and mental health resources to help employees be their best.
Time away
Paid time off for vacation and to recharge.
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Equal Opportunity Employer*
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status and any other protected classification. We pledge to take every reasonable step to ensure that our applicants and employees are respected, treated fairly and with dignity. See the EEO poster, Know your rights poster, and NetApp EEO policy. NetApp makes reasonable accommodations, consistent with applicable laws, for religious purposes and for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions unless undue hardship would result.
State-specific postings/notices to applicants regarding contract compliance can be found here in English and here in Spanish, and fair employment practice information can be found here.
Reasonable Accommodations
At NetApp, we are committed to fostering an inclusive and accessible workplace where individuals with disabilities can thrive. In alignment with our values, NetApp provides reasonable accommodations and adjustments where possible to qualified applicants and employees with disabilities, in accordance with employment rights and regulations relevant to their country of employment, to ensure equal access to employment opportunities and job performance.
Applicants who would like to request an accommodation or adjustment are encouraged to Contact Us. Each request will be assessed on a case-by-case basis, in accordance with applicable laws and our commitment to equity and belonging within our culture, values and business practices. Requests will be handled confidentially and respectfully, and we will work collaboratively to identify effective solutions.
- For reasonable accommodations in Germany, click here.
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- For reasonable accommodations in The Netherlands, click here.
Please note that we do not accept unsolicited resumes to the above email address.
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We care about your privacy and, therefore, ask that you read our Candidate Privacy Notice before you submit any personal information to us.
NetApp does not carry out any solely automated decision making (i.e. the process of making a decision by automated means without any human involvement) in determining your suitability or eligibility for specific roles.
However, the processing of your personal information is carried out with the aid of manual and automated tools. In particular, NetApp may use an automated employment evaluation tool or similar tool as one of several tools, actions, and/or steps to assist with NetApp’s review of candidate applications for various hiring needs. Currently, when addressing certain hiring needs, NetApp uses the Eightfold tool which can provide an initial ranking of a candidate’s skills and experience, based on information provided by the applicant in the application and/or supporting documentation, in comparison to the NetApp designated key requirements of a specific role. Additionally, the tool may be used to help review and/or rank internal employees seeking promotion or other internal mobility. However, our talent acquisition team or our recruiters will ultimately select the candidates for further consideration, following human review of any automated evaluation results and associated underlying documentation (or lack thereof) submitted with the candidates’ application.
An independent audit of the Eightfold Matching Model tool can be found at https://eightfold.ai/nyc-eightfoldmatching-model.
Candidates may request an alternative selection process which will not be subject to the Eightfold matching tool or to any electronic automated employment evaluation by contacting NetApp at careers@netapp.com. To bypass the Eightfold matching tool or any electronic automated employment evaluation, you must include a resume and job ID with your email to careers@netapp.com and you must include in the subject line of your email: Data Privacy Request. Candidates who have questions or want to request additional information on the source of data, type of data, and/or collection of data related to the candidate review process should contact NetApp at careers@netapp.com
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team reviews applications submitted through our company website only. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.