Business Value Manager

Overview

This individual contributor role is focused on translating data and AI capabilities into quantified business outcomes. The Business Value Manager partners with account teams and customer executives to develop investment justifications, support strategic deal strategy, and influence enterprise AI and data initiatives.

Responsibilities

• Deal Support: Serve as the business value architect for strategic deals within a defined sales territory.
• Stakeholder Alignment & Ownership: Own value-focused customer engagements in your territory, including direct stakeholder mapping and alignment with senior sales leaders, account managers, solution engineers, and the extended account team.
• Value-Driven Deal Strategy: Embed 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 CIO/CFO/CDO and other C-suite stakeholders to shape enterprise AI and data strategies, including positioning around platform consolidation, hybrid architectures, and AI-enabled business models.
• Financial Business Cases: Build and present CFO-grade business cases using TCO, ROI, NPV, and 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, quantifying 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: Partner with Sales, Solutions Engineering, and Product to align solution design with commercial objectives, optimizing for performance, scalability, and durable economic efficiency in AI-driven environments.
• Thought Leadership & Enablement: Execute value management-specific initiatives and cross-functional initiatives with a value lens.
• Frameworks & Methodologies: Develop value frameworks and value calculation methodologies; build value case studies and realization studies with customers; develop and launch value-based corporate sales plays.
• Representation in Executive Forums: Represent the organization in executive forums, articulating perspectives on enterprise AI economics and architectural trade-offs.
• Scale & Automation: Use AI tools and automation, including LLMs and agentic workflows, to scale analysis, accelerate insight generation, and industrialize repeatable assets (e.g., TCO models and scenario simulators).

Requirements (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 structured reasoning 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 and ability to operate independently in ambiguous, high-growth environments

Preferred Qualifications

• Experience/knowledge of data and AI software and infrastructure, including modern AI stack (Runtime, MLOps, Inference, SLM/LLM model types) and key Apache projects (Spark, Trino, Kafka, etc.), plus private/hybrid/public cloud data and AI deployments and DevOps
• 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

Compensation & Benefits

• Anticipated annual base salary range (by location):
  • 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 may be eligible for a commission plan.
  • Non-sales roles may be eligible for a corporate incentive plan.
• Comprehensive benefits package.

Additional benefits may include:

• Generous PTO policy
• Flexible WFH policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Access to continued career development
• Paid volunteer time
• Employee Resource Groups

Location

California, Colorado, Illinois, or Washington.

Eligibility

This role is not eligible for immigration sponsorship.

Equal Opportunity

EEO/VEVRAA