Business Value Manager

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Operate at the convergence of business value, AI platform architectures, and deal strategy.

• Collaborate with account teams and customer executives to convert data and AI capabilities into measurable economic results.

• Influence investment choices, affect deal structures, and facilitate transitions to AI-native operational models.

• Create investment justifications, which include TCO and ROI analyses, prioritization matrices, customer benchmarks, value-driven case studies, and enterprise demand plans.

• Act as the business value architect for strategic deals within a designated sales territory.

• Manage value-centered customer interactions and stakeholder mapping with senior sales leaders and account teams.

• Integrate quantified value narratives into deal strategies to promote ARR growth.

• Engage C-suite stakeholders regarding enterprise AI and data strategies.

• Build and deliver CFO-quality business cases utilizing TCO, ROI, NPV, and IRR metrics.

• Lead value discovery sessions that map current environments to future AI-native architectures.

• Support intricate multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning.

• Align solution design with commercial objectives in collaboration with Sales, Solutions Engineering, and Product teams.

• Implement global strategic Value Management initiatives and establish thought leadership.

• Develop value frameworks, calculation methodologies, value case studies, realization studies, and value-based sales plays.

• Represent Cloudera in executive forums discussing enterprise AI economics and architectural trade-offs.

• Leverage AI tools, LLMs, and agentic workflows to enhance analysis and automate repeatable assets such as TCO models and scenario simulators.

⛳️ Requirements

• 5+ years of experience in value engineering, strategy consulting, or similar customer-facing positions.

• Proven track record in driving customer engagements and/or collaborating across large or dynamic organizations.

• Strong structured reasoning and extensive quantitative analysis experience.

• Exceptional communication skills to translate complex technical and financial concepts into actionable insights.

• Direct deal and sales experience in intricate, high-value enterprise transactions.

• Solid commercial and financial acumen, including advanced financial modeling (DCF, NPV, IRR).

• Capability to connect technology decisions with P&L, balance sheet, and cash flow implications.

• Proven ability to influence enterprise deal cycles, encompassing deal strategy, positioning, and commercial results.

• Familiarity with modern data platforms, distributed systems, and AI/ML workloads.

• Knowledge of data pipelines, model deployment, and infrastructure considerations.

• Proficiency in quantitatively assessing compute, storage, and workload cost drivers.

• Hands-on experience with AI tools such as LLMs and automation frameworks.

• Strong executive presence when engaging with CIOs, CFOs, CDOs, and senior business stakeholders.

• Ability to work independently in ambiguous, high-growth environments.

• Preferred: familiarity with the modern AI stack, Apache Spark, Trino, Kafka, and private/hybrid/public cloud deployments, as well as DevOps practices.

• Preferred: experience in designing or deploying enterprise AI or data platform architectures in production settings.

• Preferred: industry expertise in Financial Services, Manufacturing, Consumer Goods, or Telecommunications.

• Preferred: experience in creating TCO calculators, benchmarking models, or scenario simulators.

• Preferred: familiarity with hybrid and on-premises AI deployments.

• This position is not eligible for immigration sponsorship.

🏝️ Benefits

• Generous PTO Policy.

• Unplugged Days to promote work-life balance.

• Flexible Work From Home Policy.

• Mental & Physical Wellness programs.

• Phone and Internet Reimbursement program.

• Access to Continued Career Development opportunities.

• Comprehensive Benefits and Competitive Packages.

• Paid Volunteer Time.

• Employee Resource Groups.

• Corporate incentive plan for non-sales roles.