Business Value Manager

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.

Corp. Strategy

Mid-Senior level

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.

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.