Business Manager - Remote

Cloudera; Clifton (TX); Remote; USD 140,000 - 210,000; Full time

Benefits offered by this job

Generous PTO Policy

Flexible WFH Policy

Phone and Internet Reimbursement

Job summary

Cloudera is seeking a Business Value Manager to translate data and AI capabilities into quantified economic outcomes. You'll partner with account teams to shape investment decisions, influence deal structures, and drive value-driven strategies across AI platforms.

In this role, you'll build CFO-grade business cases, model TCO/ROI, and engage C-suite stakeholders to align on enterprise AI roadmaps. You will also develop scalable value assets and collaborate across Sales, SE, Product, and Strategy.

Qualifications

• 5+ years in value engineering, strategy consulting, or equivalent customer-facing roles.
• Experience driving customer engagements and cross-functional collaboration across large organizations.
• Strong quantitative reasoning and data-driven decision making.
• Excellent communication of complex technical and financial concepts to executives.
• Solid financial acumen linking tech decisions to P&L, balance sheet and cash flow.
• Ability to influence enterprise deal cycles and shape strategy.
• Knowledge of modern data platforms and AI workloads, including data pipelines and model deployment.
• Understanding hybrid/on-prem AI deployments and cost/performance trade-offs.
• This role requires immigration sponsorship not available.

Responsibilities

• Serve as the value architect for strategic deals within a defined sales territory.
• Own value-focused customer engagements and align with senior sales leaders and account teams.
• Drive ARR growth by embedding quantified value narratives into deal strategy.
• Engage CIO/CFO-level stakeholders to shape enterprise AI and data strategies.
• Build CFO-grade business cases (TCO, ROI, NPV, IRR).
• Support multi-year deal cycles with commercial structuring and scenario modeling.
• Align solution design with commercial objectives with Sales, SE, and Product teams.
• Scale analysis with AI tools, automations, and repeatable value assets.
• Develop value frameworks, case studies, and realization studies with customers.
• Represent Cloudera in executive forums on enterprise AI economics.
• Scale value work with LLMs and automation frameworks.

Skills

Value engineering

Strategy consulting

Quantitative analysis

Executive communication

Financial modeling (DCF, NPV, IRR)

Deal strategy

Data platforms & AI workloads

Cost optimization & TCO modeling

Stakeholder alignment

C-suite engagement

Tools

TCO calculators

Benchmarking models

Scenario simulators

Job description

Business Area: Corp. 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 Business Value Manager , 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.

Value Management helps Cloudera customers articulate the business and technology value of Cloudera products and capabilities on the customer’s terms. We partner with Cloudera’s largest, most strategic enterprise customers to develop robust, strategically aligned investment justifications, including TCO and ROI analyses, investment / initiative prioritization matrices, tailored customer benchmarks and value-led case studies, enterprise demand plans, and other assessments of financial impact.

As the Business Value Manager you will work across the Value Management team and partner with the broader Cloudera Sales, Marketing, Product, and Strategy functions in two key areas:

• 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, which involves direct stakeholder mapping and alignment to a series of senior sales leaders and their supporting account managers, solution engineers, and other members of the extended account team.
• 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 optimization, and risk reduction.
• Executive Engagement : 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.
• Financial Business Cases : Build and present CFO-grade business cases (TCO, ROI, NPV, IRR), incorporating evolving cost dynamics such as inference workloads, utilization patterns, and long-term AI operating economics.
• Support complex, multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning against cloud-native and AI platform alternatives.
• Align solution design with commercial objectives by partnering with Sales, Solutions Engineering, and Product, ensuring architectures are optimized for performance, scalability, and durable economic efficiency in AI-driven environments.
• Global Value Selling Thought Leadership & Enablement : Execute on global strategic initiatives, including Value Management-specific thought leadership and cross-functional initiatives with a value bent.
• Develop value frameworks and value calculation methodologies, build value case studies and realization studies in partnership with customers, and develop and launch value-based corporate sales plays.
• 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.
• Scale & Automation : Leverage AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialize repeatable assets such as TCO models and scenario simulators.

• 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
• ~ 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
• ~ 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
• ~ Experience / knowledge of data and AI software and infrastructure, including modern AI stack (Runtime, MLOps, Inference, SLM / LLM model types), key Apache projects (Spark, Trino, Kafka, etc.), modern AI stack, private / hybrid / public cloud data and AI deployments, devops, and beyond
• 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 Telecommunication
• 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
• This role is not eligible for immigration sponsorship.

• Generous PTO Policy
• Flexible WFH Policy
• Phone and Internet Reimbursement program
• LI-Remote