AI Value Architect for Enterprise Deals

Cloudera; Central City (CO); Remote; USD 140,000 - 175,000; Full time

Benefits offered by this job

Generous PTO Policy

Unplugged Days

Flexible WFH Policy

Mental & Physical Wellness programs

Phone and Internet Reimbursement

Continued Career Development

Comprehensive Benefits and Competitive

Paid Volunteer Time

Employee Resource Groups

Job summary

Cloudera is hiring a Business Value Manager to translate data and AI capabilities into quantified business outcomes. You will guide value-driven deal strategy, engage with C-suite stakeholders, and build CFO-grade business cases showing ROI, TCO, and NPV. The role partners with Sales, Product, and Strategy teams to optimize AI platform economics and enterprise adoption.

The position is not immigration‑sponsored and offers exposure to strategic enterprise deals in a fast‑growing AI landscape.

Qualifications

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

Responsibilities

• Deal Support: Serve as the business value architect for strategic deals within a defined sales territory.
• Stakeholder Alignment & Ownership: Take ownership of value-focused customer engagements and interactions within your territory, including senior sales leaders and account teams.
• Value-Driven Deal Strategy: Drive ARR growth by embedding quantified value narratives into deal strategy and linking AI architectures to revenue uplift and cost optimization.
• Executive Engagement: Engage C-suite stakeholders to shape enterprise AI and data strategies.
• Financial Business Cases: Build CFO-grade business cases (TCO, ROI, NPV, IRR) with evolving cost dynamics.
• Value Discovery: Lead value discovery engagements mapping current to future-state AI-native architectures.
• Deal Cycle Support: Support multi-year deal cycles through commercial structuring and scenario modeling.
• Solution Alignment: Align architecture with commercial objectives via Sales, Solutions Engineering, and Product.
• Global Value Selling Thought Leadership & Enablement: Lead initiatives with a value bent.
• Frameworks & Methodologies: Develop value frameworks and calculators, create value case studies.
• Thought Leadership: Represent Cloudera in executive forums on enterprise AI economics and cost structures.
• Scale & Automation: Use AI tools to scale analysis and automate assets like TCO models and scenario simulators.

Skills

Value engineering

Strategy consulting

Customer facing

Quantitative analysis

Financial modeling

Executive engagement

Deal strategy

AI platforms knowledge

Cross-functional collaboration

Communication skills

Tools

TCO calculators

Benchmarking models

Scenario simulators

Job description

Cloudera is hiring a Business Value Manager to translate data and AI capabilities into quantified business outcomes. You will guide value-driven deal strategy, engage with C-suite stakeholders, and build CFO-grade business cases showing ROI, TCO, and NPV. The role partners with Sales, Product, and Strategy teams to optimize AI platform economics and enterprise adoption.

The position is not immigration‑sponsored and offers exposure to strategic enterprise deals in a fast‑growing AI landscape.