Business Value Manager

Cloudera•Washington, DC

23h•$115,000 - $160,000•Remote

About The Position

At Cloudera, the Business Value Manager operates at the intersection of business value, AI platform architectures, and deal strategy. This individual contributor partners with account teams and customer executives to translate data and AI capabilities into quantified economic outcomes, shape investment decisions, influence deal structures, and support enterprises transitioning toward AI-native operating models. The Value Management team helps customers articulate the business and technology value of Cloudera products on their own terms. It partners with strategic enterprise customers to develop investment justifications, including TCO and ROI analyses, prioritization matrices, customer benchmarks, value-led case studies, enterprise demand plans, and other assessments of financial impact. The role works across Value Management and with Cloudera Sales, Marketing, Product, and Strategy functions. It supports strategic deals within a defined sales territory, owns value-focused customer engagements, and develops quantified value narratives that connect AI platform architectures and operating models to revenue growth, cost optimization, and risk reduction. The manager engages executives, builds financial business cases, leads value discovery, supports complex deal cycles, aligns solution design with commercial objectives, and contributes to global value-selling initiatives and thought leadership. The role also develops value frameworks and methodologies and uses AI tools and automation, including LLMs and agentic workflows, to scale analysis and reusable assets. The position is not eligible for immigration sponsorship. Compensation includes an anticipated annual base salary range that varies by location: California and Washington, $125,000–$160,000; Colorado and Illinois, $115,000–$140,000. Sales roles are eligible for a commission plan, while non-sales roles are eligible for the corporate incentive plan. Employees receive a comprehensive benefits package.

Requirements

At least 5 years of experience in value engineering, strategy consulting, or equivalent customer-facing roles.
Experience driving customer engagements and/or working cross-functionally in a large or dynamic organization.
Strong structured-reasoning ability and deep quantitative-analysis experience.
Excellent communication skills, including the ability to translate complex technical and financial concepts into clear, actionable insights.
Hands-on deal and sales experience, with a proven background working closely with Sales teams on 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 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, such as LLMs or automation frameworks, to support analysis, modeling, and content generation.
Strong executive presence and ability to engage and influence CIO, CFO, CDO, and senior business stakeholders.
High ownership mindset and ability to operate independently in ambiguous, high-growth environments.

Nice To Haves

Experience or knowledge of data and AI software and infrastructure, including modern AI stack components (Runtime, MLOps, Inference, SLM/LLM model types), Apache projects such as Spark, Trino, and Kafka, private/hybrid/public-cloud data and AI deployments, and 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 Telecommunications.
Experience building scalable value-engineering assets such as TCO calculators, benchmarking models, or scenario simulators.
Familiarity with hybrid and on-premises AI deployments, including cost and performance trade-offs versus public cloud.

Responsibilities

Serve as the business value architect for strategic deals within a defined sales territory.
Own value-focused customer engagements and interactions, including stakeholder mapping and alignment with senior sales leaders, account managers, solution engineers, and other account-team members.
Drive ARR growth by embedding quantified, forward-looking value narratives into deal strategy and linking AI platform architectures to revenue uplift, cost optimization, and risk reduction.
Engage C-suite stakeholders to shape enterprise AI and data strategies and position Cloudera in discussions of platform consolidation, hybrid architectures, and AI-enabled business models.
Build and present CFO-grade business cases, including TCO, ROI, NPV, and IRR analyses, accounting for inference workloads, utilization patterns, and long-term AI operating economics.
Lead value discovery engagements that map current-state environments to future-state AI-native architectures and quantify value drivers, investment trade-offs, and execution pathways.
Support complex, multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning against cloud-native and AI platform alternatives.
Partner with Sales, Solutions Engineering, and Product to align solution design with commercial objectives and ensure architectures support performance, scalability, and durable economic efficiency.
Execute global strategic initiatives, including Value Management thought leadership and cross-functional initiatives focused on value.
Develop value frameworks and calculation methodologies, create value case studies and realization studies with customers, and develop and launch value-based corporate sales plays.
Represent Cloudera in executive forums, sharing perspectives on enterprise AI economics, architectural trade-offs, and the effects of AI adoption on cost structures and operating models.
Use AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialize reusable assets such as TCO models and scenario simulators.

Benefits

Generous PTO policy
Unplugged Days to support work-life balance
Flexible work-from-home policy
Mental and physical wellness programs
Phone and internet reimbursement program
Access to continued career development
Comprehensive benefits and competitive packages
Paid volunteer time
Employee Resource Groups
Commission plan eligibility for sales roles or corporate incentive plan eligibility for non-sales roles