Principal – Business Value Management

This is a fully remote position, open to applicants in Spain.

📋 Description

• Propel ARR growth by integrating quantified, forward-looking value narratives into deal strategies, connecting AI platform architectures and emerging AI operational models to revenue enhancement, cost optimization, and risk mitigation.

• Develop and present CFO-level business cases (TCO, ROI, NPV, IRR), factoring in evolving cost dynamics such as inference workloads, utilization patterns, and long-term AI operational economics.

• Align solution designs with commercial goals by collaborating with Sales, Solutions Engineering, and Product, ensuring architectures are fine-tuned for performance, scalability, and lasting economic efficiency in AI-driven contexts.

• Engage with C-suite executives to influence enterprise AI and data strategies, positioning Cloudera amidst broader trends toward platform consolidation, hybrid architectures, and AI-driven business models.

• Direct value discovery initiatives to connect current-state environments with future-state AI-native architectures, explicitly quantifying value drivers, investment trade-offs, and execution pathways.

• Utilize AI tools and automation, including LLMs and agentic workflows, to enhance analysis, speed up insight generation, and industrialize repeatable assets like TCO models and scenario simulators.

• Assist in complex, multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning against cloud-native and emerging AI platform alternatives.

• Represent Cloudera in executive forums, conveying insights on enterprise AI economics, architectural trade-offs, and the long-term effects of AI adoption on cost structures and operational models.

⛳️ Requirements

• 5–7+ years of experience in strategy consulting, value engineering, or similar customer-facing roles.

• Strong commercial and financial acumen, including proficiency in advanced financial modeling (DCF, NPV, IRR) and the ability to relate technology choices to P&L, balance sheet, and cash flow impacts.

• Proven capability to influence enterprise deal cycles, including developing deal strategies, positioning, and commercial outcomes.

• Solid grasp of modern data platforms, distributed systems, and AI/ML workloads, including data pipelines, model deployment, and infrastructure trade-offs.

• Ability to quantitatively assess evolving cost drivers in AI and data environments, including compute, storage, and workload patterns.

• Hands-on experience with AI tools (e.g., LLMs, automation frameworks) to facilitate analysis, modeling, and content generation.

• Strong executive presence with the ability to engage and influence CIOs, CFOs, CDOs, and senior business stakeholders.

• Excellent communication skills, capable of breaking down complex technical and financial concepts into clear, actionable insights.

• High ownership mindset, with the ability to navigate independently in ambiguous, high-growth settings.

• Demonstrated experience collaborating closely with Sales teams in complex, high-value enterprise deals.

🏝️ Benefits

• Generous PTO Policy

• Support work-life balance with 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