Principal of Business Value Management

Cloudera; Madrid; On-site; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Generous PTO Policy

Flexible WFH Policy

Wellness programs

Phone and Internet Reimbursement

Job summary

Cloudera in Madrid is seeking a Principal for Business Value Management to drive value-based deals at the intersection of AI platform architectures and enterprise strategy. You will partner with account teams and executives to translate data and AI capabilities into quantified outcomes, shaping investment decisions and deal structures.

Responsibilities include leading value discovery engagements, building CFO-grade business cases (TCO, ROI, NPV, IRR), and aligning solution design with commercial

Qualifications

• 5–7+ years in strategy consulting, value engineering, or equivalent customer-facing roles
• Strong commercial and financial acumen, including advanced financial modelling (DCF, NPV, IRR) and linking 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, modelling, and content generation
• Strong executive presence with the ability to engage and influence CIO, CFO, CDO, and senior business stakeholders
• Excellent communication skills, with the ability to distil complex technical and financial concepts into clear, actionable insights
• High ownership mindset, with the ability to operate independently in ambiguous, high-growth environments
• Proven experience working closely with Sales teams in complex, high-value enterprise deals

Responsibilities

• Drive ARR growth by embedding quantified, forward-looking value narratives into deal strategy, linking AI platform architectures and emerging AI operating models to revenue uplift, cost optimisation, and risk reduction.
• Build and present CFO-grade business cases (TCO, ROI, NPV, IRR), incorporating evolving cost dynamics such as inference workloads, utilisation patterns, and long-term AI operating economics.
• Align solution design with commercial objectives by partnering with Sales, Solutions Engineering, and Product, ensuring architectures are optimised for performance, scalability, and durable economic efficiency in AI-driven environments.
• Engage C-suite stakeholders to shape enterprise AI and data strategies, positioning Cloudera within broader shifts toward platform consolidation, hybrid architectures, and AI-enabled business models.
• Lead value discovery engagements to map current-state environments to future-state AI-native architectures, with explicit quantification of value drivers, investment trade-offs, and execution pathways.
• Leverage AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialise repeatable assets such as TCO models and scenario simulators.
• Support complex, multi-year deal cycles through commercial structuring, scenario modelling, and competitive positioning against cloud-native and emerging AI platform alternatives.
• Represent Cloudera in executive forums, articulating perspectives on enterprise AI economics, architectural trade-offs, and the long-term implications of AI adoption on cost structures and operating models.]
• CoT_job_summary_short:

Skills

Strategic value management

Financial modelling

Executive stakeholder management

Enterprise deal shaping

AI/data platform understanding

Education

MBA or equivalent

Tools

Excel

Job description

Business Area: Corp. Strategy Seniority Level: Mid-Senior level

Job Description: At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises. As a Principal in Business Value Management, 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. As a Principal for Business Value Management you will: Drive ARR growth by embedding quantified, forward‑looking value narratives into deal strategy, linking AI platform architectures and emerging AI operating models to revenue uplift, cost optimisation, and risk reduction. Build and present CFO-grade business cases (TCO, ROI, NPV, IRR), incorporating evolving cost dynamics such as inference workloads, utilisation patterns, and long‑term AI operating economics. Align solution design with commercial objectives by partnering with Sales, Solutions Engineering, and Product, ensuring architectures are optimised for performance, scalability, and durable economic efficiency in AI-driven environments. Engage C‑suite stakeholders to shape enterprise AI and data strategies, positioning Cloudera within broader shifts toward platform consolidation, hybrid architectures, and AI-enabled business models. Lead value discovery engagements to map current‑state environments to future‑state AI-native architectures, with explicit quantification of value drivers, investment trade‑offs, and execution pathways. Leverage AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialise repeatable assets such as TCO models and scenario simulators. Support complex, multi‑year deal cycles through commercial structuring, scenario modelling, and competitive positioning against cloud‑native and emerging AI platform alternatives. Represent Cloudera in executive forums, articulating perspectives on enterprise AI economics, architectural trade‑offs, and the long‑term implications of AI adoption on cost structures and operating models.

As a Principal for Business Value Management you will:

• Drive ARR growth by embedding quantified, forward‑looking value narratives into deal strategy, linking AI platform architectures and emerging AI operating models to revenue uplift, cost optimisation, and risk reduction.
• Build and present CFO‑grade business cases (TCO, ROI, NPV, IRR), incorporating evolving cost dynamics such as inference workloads, utilisation patterns, and long‑term AI operating economics.
• Align solution design with commercial objectives by partnering with Sales, Solutions Engineering, and Product, ensuring architectures are optimised for performance, scalability, and durable economic efficiency in AI‑driven environments.
• Engage C‑suite stakeholders to shape enterprise AI and data strategies, positioning Cloudera within broader shifts toward platform consolidation, hybrid architectures, and AI‑enabled business models.
• Lead value discovery engagements to map current‑state environments to future‑state AI‑native architectures, with explicit quantification of value drivers, investment trade‑offs, and execution pathways.
• Leverage AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialise repeatable assets such as TCO models and scenario simulators.
• Support complex, multi‑year deal cycles through commercial structuring, scenario modelling, and competitive positioning against cloud‑native and emerging AI platform alternatives.
• Represent Cloudera in executive forums, articulating perspectives on enterprise AI economics, architectural trade‑offs, and the long‑term implications of AI adoption on cost structures and operating models.

We're excited about you if you have:

• 5–7+ years in strategy consulting, value engineering, or equivalent customer‑facing roles
• Strong commercial and financial acumen, including advanced financial modelling (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, modelling, and content generation
• Strong executive presence with the ability to engage and influence CIO, CFO, CDO, and senior business stakeholders
• Excellent communication skills, with the ability to distil complex technical and financial concepts into clear, actionable insights
• High ownership mindset, with the ability to operate independently in ambiguous, high‑growth environments
• Proven experience working closely with Sales teams in complex, high‑value enterprise deals

Preferred Experience:

• Post-MBA experience, particularly within a top‑tier management consulting firm or equivalent environment
• Deep expertise in one or more industries such as Financial Services, Manufacturing, Consumer Goods, or Telecommunications
• Experience designing or deploying enterprise AI or data platform architectures in production environments
• 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

What you can expect from us:

• 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
• EEO/VEVRAA

If you have any questions about our privacy practices, please contact us at [e-mail].

If you need assistance with applying for a position, please email our office at [e-mail].