Remote Enterprise AI Value Manager

Cloudera; Sacramento (CA); À distance; USD 154 000 - 192 000; Plein temps

Avantages offerts par ce poste

Generous PTO Policy

Flexible WFH Policy

Mental & Physical Wellness programs

Phone and Internet Reimbursement

Continued Career Development

Comprehensive Benefits and Competitive

Paid Volunteer Time

Employee Resource Groups

Résumé du poste

Cloudera is seeking a Business Value Manager in the US West region to translate complex data and AI capabilities into quantified economic outcomes. You will drive value narratives, model financials, and influence deal structures in collaboration with Sales, Product, and Strategy teams.

The role requires senior-level expertise in value engineering, strategy consulting, and financial modeling, with a focus on AI platforms and data workloads.

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

Responsabilités

• 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.

Connaissances

Value engineering

Strategy consulting

Quantitative analysis

Communication skills

Deal & sales experience

Financial modeling

Executive presence

Independent work in ambiguity

Outils

Apache Spark

Trino

Kafka

MLOps

Description du poste

Cloudera is seeking a Business Value Manager in the US West region to translate complex data and AI capabilities into quantified economic outcomes. You will drive value narratives, model financials, and influence deal structures in collaboration with Sales, Product, and Strategy teams.

The role requires senior-level expertise in value engineering, strategy consulting, and financial modeling, with a focus on AI platforms and data workloads.