Remote Enterprise AI Value Architect

Cloudera; California; Remote; USD 125,000 - 160,000; Full time

Benefits offered by this job

Generous PTO Policy

Unplugged Days for work-life balance

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 seeking a Business Value Manager in the United States (California) to translate data and AI capabilities into quantified business outcomes. You will work with sales, product, and strategy teams to drive ARR growth through value-led deal strategies and CFO-grade business cases.

You will lead value discovery, model forward-looking scenarios, and engage C-suite stakeholders to shape AI and data strategies, enabling customers to transition to AI-native operating models.

Qualifications

• 5+ years in value engineering, strategy consulting, or equivalent customer-facing roles.
• Experience driving customer engagements and cross-functional collaboration.
• Strong ability to reason structurally, 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 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, 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.
• Value-Driven Deal Strategy: Drive ARR growth by embedding quantified, forward-looking value narratives into deal strategy.
• Executive Engagement: Engage C-suite stakeholders to shape enterprise AI and data strategies.
• Financial Business Cases: Build and present CFO-grade business cases (TCO, ROI, NPV, IRR).
• Value Discovery: Lead value discovery engagements to map current-state environments to future-state AI-native architectures.
• Deal Cycle Support: Support multi-year deal cycles through commercial structuring and scenario modeling.
• Solution Alignment: Align solution design with commercial objectives with Sales, Solutions Engineering, and Product.
• Global Value Selling Thought Leadership & Enablement: Contribute to enterprise value strategies and enablement efforts.
• Frameworks & Methodologies: Develop value frameworks, calculation methodologies, and value-based plays.

Job description

Cloudera is seeking a Business Value Manager in the United States (California) to translate data and AI capabilities into quantified business outcomes. You will work with sales, product, and strategy teams to drive ARR growth through value-led deal strategies and CFO-grade business cases.

You will lead value discovery, model forward-looking scenarios, and engage C-suite stakeholders to shape AI and data strategies, enabling customers to transition to AI-native operating models.