Business Area:
Corp. Strategy
Seniority Level:
Mid-Senior level
Job Description:

As a Principal in Business Value Management, 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.

As a Principal for Business Value Management you will:
- 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 optimisation, and risk reduction.
- Build and present CFO-grade business cases (TCO, ROI, NPV, IRR), incorporating evolving cost dynamics such as inference workloads, utilisation patterns, and long-term AI operating economics.
- Align solution design with commercial objectives by partnering with Sales, Solutions Engineering, and Product,



ensuring architectures are optimised for performance, scalability, and durable economic efficiency in AI-driven environments.
- 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.
- 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.
- Leverage AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialise repeatable assets such as TCO models and scenario simulators.
- Support complex, multi-year deal cycles through commercial structuring, scenario modelling, and competitive positioning against cloud-native and emerging AI platform alternatives.
- Rep

📌 Principal of Business Value Management (Madrid)
🏢 Cloudera
📍 Madrid