[Hiring] Business Value Manager @Cloudera

Role Description

At Cloudera, we empower people to transform complex data into clear and actionable insights. 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. 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.
• 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 complex, multi-year deal cycles through commercial structuring and scenario modeling.
• Solution Alignment: Align solution design with commercial objectives by partnering with Sales and Solutions Engineering.
• Global Value Selling Thought Leadership & Enablement: Execute on global strategic initiatives.
• Frameworks & Methodologies: Develop value frameworks and value calculation methodologies.
• Thought Leadership: Represent Cloudera in executive forums.
• Scale & Automation: Leverage AI tools and automation to scale analysis and accelerate insight generation.

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).
• Demonstrated ability to influence enterprise deal cycles.
• Solid understanding of modern data platforms, distributed systems, and AI/ML workloads.
• Ability to quantitatively reason about evolving cost drivers in AI and data environments.
• Hands-on experience using AI tools (e.g., LLMs, automation frameworks).
• Strong executive presence with the ability to engage and influence senior business stakeholders.
• High ownership mindset, with the ability to operate independently in ambiguous, high-growth environments.

Requirements

• Experience / knowledge of data and AI software and infrastructure.
• 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.
• Familiarity with hybrid and on-prem AI deployments.

Benefits

• 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.

Company Description

Cloudera advances digital transformation for the world’s largest enterprises, powered by the relentless innovation of the open source community.