Business Value Manager

Cloudera

Seattle (WA)

Remote

USD 154,000 - 192,000

Full time

6 days ago

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Benefits offered by this job

Generous PTO Policy

Support work life balance with Unplug—

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 seeks a Business Value Manager to translate data and AI capabilities into quantified economic outcomes for strategic deals. You will partner with account teams and executives to shape value-led investment decisions and revenue uplift opportunities.

You will build CFO-grade business cases (TCO, ROI, NPV, IRR), map current-state environments to future AI-native architectures, and lead value discovery across large enterprise opportunities in a fast-growing environment.

Qualifications

5+ years in value engineering, strategy consulting, or equivalent customer-facing roles.
Experience driving customer engagements and cross-functional work with large or dynamic orgs.
Strong ability to reason structurally and perform quantitative analysis.
Excellent communication skills, translating complex concepts into actionable insights.
Hands-on deal and sales experience with enterprise deals.
Strong commercial and financial acumen, including DCF/NPV/IRR.
Influence over enterprise deal cycles, positioning, and outcomes.
Solid understanding of data platforms, distributed systems, and AI/ML workloads.
Ability to quantify evolving AI/data cost drivers (compute/storage/workloads).
Experience using AI tools (LLMs, automation) to support analysis.

Responsibilities

Deal Support: act as business value architect for strategic deals in a defined territory.
Stakeholder Alignment: own value-focused engagements with senior sales leaders and teams.
Value-Driven Deal Strategy: embed quantified value narratives linking AI architectures to revenue uplift and cost optimization.
Executive Engagement: engage CIO/CFO to shape enterprise AI & data strategies.
Financial Business Cases: build CFO-grade TCO, ROI, NPV, IRR analyses.
Value Discovery: map current-state to future-state AI-native architectures with quantified drivers.
Deal Cycle Support: assist multi-year deals with commercial structuring and scenario modeling.
Solution Alignment: ensure architecture aligns with commercial objectives with Sales/SE/Product.
Global Value Selling Thought Leadership: contribute to strategic value initiatives and enablement.
Frameworks & Methodologies: develop value frameworks, case studies, and value-based plays.
Thought Leadership: represent Cloudera in executive forums on AI economics and tech trade-offs.
Scale & Automation: leverage AI tools to scale analysis and produce repeatable assets.

Skills

Value engineering

Strategy consulting

Quantitative analysis

Executive communication

Deal experience

Financial modeling

AI economics

Cross-functional collaboration

Cost optimization

Tools

LLMs

Automation frameworks

Scenario modeling tools

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 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.

This is an individual contributor role.

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.

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, 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.
Value-Driven Deal Strategy: 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.
Value Discovery: 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.
Deal Cycle Support: Support complex, multi-year deal cycles through commercial structuring, scenario modeling, and competitive positioning against cloud-native and AI platform alternatives.
Solution Alignment: 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.
Frameworks & Methodologies: 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.
Thought Leadership: 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.

We're excited about you if you have: (Minimum 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

You may also have: (Preferred Qualifications):

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.

The anticipated annual base salary range for this position is:

California: $154K- 192K

Colorado: $140K-175K

Illinois: $140K-175K

Washington: $154K- 192K

Individual compensation within the published range is determined by the candidate's skills, experience, qualifications, and primary work location. In addition to base pay, sales roles are eligible for Cloudera's commission plan, while non-sales roles are eligible for the corporate incentive plan. All employees receive a comprehensive benefits package.

What you can expect from us: