Business Value Manager

At Cloudera, we empower people to transform complex data into clear and actionable insights. As a Business Value Manager, you operate at the intersection of business value, AI platform architectures, and deal strategy. You partner with account teams and customer executives to translate complex data and AI capabilities into quantified economic outcomes, shaping investment decisions, influencing deal structures, and enabling enterprises to transition toward AI-native operating models. This is an individual contributor role.

Responsibilities

Deal Support: Serve as the business value architect for strategic deals within a defined sales territory; Stakeholder Alignment & Ownership: Take ownership of value-focused customer engagements and stakeholder mapping across senior sales leaders and the extended account team; Value-Driven Deal Strategy: Drive ARR growth by embedding quantified, forward-looking value narratives into deal strategy; Executive Engagement: Engage C-suite stakeholders to shape enterprise AI and data strategies; Financial Business Cases: Build and present CFO-grade business cases (TCO, ROI, NPV, IRR); Value Discovery: Lead value discovery engagements mapping current-state environments to future-state AI-native architectures; Deal Cycle Support: Support complex, multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning; Solution Alignment: Align solution design with commercial objectives in partnership with Sales, Solutions Engineering, and Product; Global Value Selling Thought Leadership & Enablement: Execute global strategic initiatives, including Value Management thought leadership; Frameworks & Methodologies: Develop value frameworks, calculation methodologies, case studies, and value-based corporate sales plays; Thought Leadership: Represent Cloudera in executive forums on enterprise AI economics and architectural trade-offs; Scale & Automation: Leverage AI tools, including LLMs and agentic workflows, to scale analysis and industrialize repeatable assets such as TCO models and scenario simulators

Requirements

5+ years in value engineering, strategy consulting, or equivalent customer-facing roles; Experience driving customer engagements and/or working cross-functionally with a large or dynamic organization; Strong ability to reason in a structured manner, and deep experience with quantitative analysis; Excellent communication skills, with the ability to distill complex technical and financial concepts into clear, actionable insights; Hands-on deal and sales experience, with a proven background working closely with Sales teams in complex, high-value enterprise deals; Strong commercial and financial acumen, including advanced financial modeling (DCF, NPV, IRR) and the ability to link technology decisions to P&L, balance sheet, and cash flow outcomes; Demonstrated ability to influence enterprise deal cycles, including shaping deal strategy, positioning, and commercial outcomes; Solid understanding of modern data platforms, distributed systems, and AI/ML workloads, including data pipelines, model deployment, and infrastructure trade-offs; Ability to quantitatively reason about evolving cost drivers in AI and data environments, including compute, storage, and workload patterns; Hands-on experience using AI tools (e.g., LLMs, automation frameworks) to support analysis, modeling, and content generation; Strong executive presence with the ability to engage and influence CIO, CFO, CDO, and senior business stakeholders; High ownership mindset, with the ability to operate independently in ambiguous, high-growth environments

Nice to have

Experience / knowledge of data and AI software and infrastructure, including modern AI stack (Runtime, MLOps, Inference, SLM / LLM model types), key Apache projects (Spark, Trino, Kafka, etc.), private / hybrid / public cloud data and AI deployments, devops; Experience designing or deploying enterprise AI or data platform architectures in production environments; Deep expertise in one or more industries such as Financial Services, Manufacturing, Consumer Goods, or Telecommunication; Experience building scalable value engineering assets such as TCO calculators, benchmarking models, or scenario simulators; Familiarity with hybrid and on-prem AI deployments, including cost and performance trade-offs versus public cloud

Benefits

Generous PTO Policy; Unplugged Days; Flexible WFH Policy; Mental & Physical Wellness programs; Phone and Internet Reimbursement program; Access to Continued Career Development; Comprehensive Benefits and Competitive Packages; Paid Volunteer Time; Employee Resource Groups; Eligibility for Cloudera's corporate incentive plan (non-sales roles)