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 in two key areas:
- 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: $125K- 160K
Colorado: $115K-140K
Illinois: $115K-140K
Washington: $125K- 160K
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:
Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups
EEO/VEVRAA
#LI-Remote
#LI-MH2
