Cloudera empowers the world's largest enterprises across every industry to use data to solve some of the most complex challenges that impact businesses, communities and lives. We have a platform that delivers incredible Data and Analytics technology across On- Prem, Public Cloud, and in a Hybrid model. We’re at an exciting point in our transformation as we successfully execute on our cloud strategy.
As part of the team, your focus is to advise customer management teams to help articulate tangible, strategic, and financial impact that Cloudera’s platforms can deliver to their organizations. In most cases it involves delivering disruptive business cases and strategic discovery within our most strategic customers. Your engagement forms the basis for capital allocation entreaties for future looking investments in our data platforms by senior stakeholders including Board of Directors. Cloudera is looking for driven, inquisitive and zealous individuals, who can help our customers solve their most business critical challenges, and assist them with rapid growth, scalability, and adroitness.
As a Principal, Business Value Management, you will:
- Enhancing ARR Growth Through Value Articulation: Support account teams in driving Annual Recurring Revenue (ARR) growth by quantifying the economic benefits of Cloudera's product portfolio, ensuring clients recognize and capitalize on the tangible value our solutions offer.
- Strategic Thought Leadership: Engage customer executives with compelling business case presentations and meticulously crafted financial models, underpinning their analytics and AI transformation and business enhancement initiatives.
- Collaboration with Stakeholders: Establish close partnerships with customer Lines of Business (LOBs), sales teams, and other pivotal functions. Prioritize areas requiring analytical and quantification of key value drivers. Elucidate how Cloudera's solutions facilitate the realization of strategic aims and financial targets.
- Value Discovery Workshops: Helm internal and external workshops, harnessing Cloudera’s design thinking methodology, to chart the trajectory from the clients' current business processes to their envisioned future across a plethora of industries.
- Evangelism and Representation: Embody Cloudera's vision at global business summits and executive roundtables, advocating for our solutions and thought leadership.
- Senior Stakeholder Interaction: You will be entrusted with direct access to an array of prominent stakeholders, both within and outside Cloudera. This role mandates close alignment with Cloudera's Senior Leadership and encompasses the responsibility of nurturing C-level executive relationships with our premier clientele.
We’re excited about you if you have:
- 7-10 years of professional experience, ideally in consultative, strategic, and analytical customer-facing roles.
- 5 years of post-MBA professional experience, preferably with a management consulting firm or in a similar role in Business Value Management.
- Comprehensive knowledge in the Software sector and/or an understanding of the Business Impact of Analytics, Big Data, Machine Learning/AI.
- Strong grasp of how technological solutions, particularly in the realm of analytics and AI, culminate in tangible economic gains for enterprises.
- Strong quantitative and modeling skills with an understanding of financial and accounting concepts including DCF, NPV, IRR, etc.
- Deep understanding of one or more strategic industries: Financial Services, Manufacturing (including Automotive), Consumer Goods and/or Telco (CMT).
- Poised executive presence, adept presentation/facilitation skills, and comfort in collaborating with and presenting to C-suite executives.
- A driven, high-energy, entrepreneurial self-starter comfortable with independently running initiatives within a "high growth/start-up paced" technology company.
- Prior experience in a Sales environment or interactions with Sales teams.
- Must be comfortable with 30 – 40% travel.
What you can expect from us:
- Generous PTO Policy
- Support work life balance with Unplugged Days
- Flexible WFH Policy
- Mental & Physical Wellness programs
- Phone/Internet Reimbursement program
- Access to Continued Career Development
- Comprehensive Benefits
- Competitive Packages
- Paid Volunteer Time
- Employee Resource Groups
