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Introduction

A career in IBM Software means you’ll be part of a team that transforms our customer’s challenges into industry-leading solutions.

We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world’s leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes.

IBM’s product and technology landscape includes Research, Software, and Infrastructure. Entering this domain positions you at the heart of IBM, where growth and innovation thrive.

Your role and responsibilities

Role Summary

Develop business models and monetization strategies for open source software products launching out of the Data and AI portfolio. Develop and lead a repeatable program for bringing OSS projects to market, transforming internal innovations into sustainable revenue streams. Continuously improve commercialization efficacy and efficiency in service of profitable growth.

Key Responsibilities

* Develop and Execute Individual Project Commercialization

* Develop commercial strategy for Langflow and OpenRAG

* Conduct user and market research to define customer segmentation and targeting

* Develop pricing and packaging, including license strategy, feature and price differentiation between free and paid tiers

* Identify growth drivers

* Develop lead qualification and conversion processes from free to paid

* Partner with PLG, Product, DevRel, and Design to align community growth strategy, product development, and commercial objectives

* Establish business success metrics and P&L accountability for each project, including revenue targets, customer acquisition costs, and profitability timelines

* Establish and Run OSS Commercialization Business

* Extract learnings and best practices from pilot projects to inform repeatable program framework

* Establish OSS commercialization program P&L, forecasting and driving to revenue and profitability targets

* Establish criteria and process for selecting projects into the program

* Develop pillars to support projects and achieve economies of scale, such as central services for market research, pricing / packaging, business model/metrics, and community development / engagement

* Capture learnings from project commercialization to coach new projects and Product Managers

* Build relationships with open source foundations to unlock network effects

Required technical and professional expertise

Ideal Candidate Profile

* 8+ years in strategy, business operations, and revenue leadership roles, including experience managing P&Ls or P&L components

* Proven track record in technology commercialization and go-to-market strategy, including researching market opportunities, defining customer segmentation, and translating technical capabilities into business value propositions

* Cross-functional leadership experience in data/AI companies, including collaborating with product, engineering, and sales teams to drive strategic initiatives

* Strong analytical and operational excellence background, with experience in process improvement, forecasting models, and implementing scalable business frameworks

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.