Value Engineer, Solutions Engineering

Cockroach Labs•New York, NY

5h•$145,000 - $190,000•Hybrid

About The Position

The Value Engineer at Cockroach Labs is a strategic advisor embedded within our Solution Engineering organization, working directly with Account Executives, Sales Engineers, and Customer Success Managers to quantify and communicate the financial impact of adopting CockroachDB. You'll engage directly with customer IT Directors, CTOs, CFOs, and other senior executives, designing and delivering custom Return on Investment (ROI) and Total Cost of Ownership (TCO) models that translate complex technical advantages into compelling financial narratives. This is a high-visibility, high-impact role that sits at the intersection of finance, technology, and consultative sales. You'll help customers across banking, payments, gaming, retail, and high technology make confident, data-driven decisions about their infrastructure investment, and you'll help build the Value Engineering practice at Cockroach Labs from the ground up.

Requirements

5+ years of experience in value engineering, financial consulting, technology consulting, or a related field, ideally in enterprise software, SaaS, or cloud infrastructure
Strong financial modeling skills: bottoms-up cost analysis, ROI/NPV frameworks, and IT portfolio economics
Technical fluency sufficient to engage in substantive discovery with engineering and infrastructure leaders; familiarity with database architecture, distributed systems, or cloud cost structures is a strong plus
Proven ability to lead executive-level presentations and translate complex technical concepts into financial narratives that drive decisions
Experience working in a consultative capacity alongside enterprise sales and technical teams
Polished written and verbal communication skills; equally comfortable in a boardroom and a working session
A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making
Fluency with AI across core tasks (research, drafting, analysis, planning) used as a default, not an exception
A builder's mindset: this is a practice-building role. You'll create the playbook, not follow one.

Responsibilities

Design and deliver custom, bottoms-up financial models that quantify the business value of migrating to or standardizing on CockroachDB. Models will account for infrastructure spend, operational overhead, licensing, developer productivity, and risk mitigation, calibrated to each customer's actual environment.
Lead whiteboard sessions, executive presentations, and boardroom discussions that translate CockroachDB's technical advantages into financial narratives tied to P&L impact, capital efficiency, and long-term competitive advantage. Your audience is both the CFO and the CTO; you have to be credible with both.
Conduct meaningful discovery with senior customer stakeholders to understand how their current database landscape (legacy RDBMS, NoSQL, or managed cloud) is creating cost drag, operational fragility, or scalability constraints, and how CockroachDB addresses those challenges.
Build and maintain the Value Engineering practice: customer discovery guides, technical-to-business pain taxonomy, ROI/TCO templates, champion decks, and win stories. Enable the broader SE and AE teams to apply the framework confidently and independently.
Attend Global Evaluation Pit Stops to coach and validate business cases for active opportunities. Partner closely with Sales Engineers and Account Executives to accelerate deal velocity and expand strategic accounts.
Serve as a conduit between customer conversations and the Product organization, synthesizing patterns in TCO and ROI discussions to provide direct input to the product roadmap and help shape the compelling database economics that can be unlocked through product enhancements.