Business Value Manager

Overview

This is an individual contributor role focused on business value, AI platform architectures, and deal strategy. You will partner with account teams and customer executives to translate complex data and AI capabilities into quantified economic outcomes, shaping investment decisions and influencing deal structures.

Value Management supports customers in articulating the business and technology value of products and capabilities through customer-aligned investment justifications, including TCO and ROI analyses, prioritization matrices, customer benchmarks, value-led case studies, enterprise demand plans, and other assessments of financial impact.

Responsibilities

• Deal Support: Serve as a business value architect for strategic deals within a defined sales territory.
• Stakeholder Alignment & Ownership: Own value-focused customer engagements within your territory, including stakeholder mapping and alignment with senior sales leaders and supporting account teams.
• Value-Driven Deal Strategy: Drive ARR growth by embedding quantified, forward-looking value narratives into deal strategy, connecting 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 and position solutions 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 mapping 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 to optimize architectures for performance, scalability, and durable economic efficiency in AI-driven environments.
• Thought Leadership & Enablement: Execute global strategic initiatives, including Value Management-specific thought leadership and cross-functional initiatives with a value focus.
• 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 Representation: Represent the organization in executive forums, articulating perspectives on enterprise AI economics, architectural trade-offs, and long-term implications of AI adoption on cost structures and operating models.
• Scale & Automation: Use 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.

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, including the ability to distill complex technical and financial concepts into clear, actionable insights
• Hands-on deal and sales experience, including 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 ability to connect 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 (data pipelines, model deployment, and infrastructure trade-offs)
• Ability to quantitatively reason about evolving cost drivers in AI and data environments (compute, storage, workload patterns)
• Hands-on experience using AI tools (e.g., LLMs, automation frameworks) to support analysis, modeling, and content generation
• Strong executive presence 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 modern AI stack and private/hybrid/public cloud data and AI deployments, devops, and beyond
• 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 are eligible for the commission plan.
  • Non-sales roles are eligible for the corporate incentive plan.
• All employees receive a comprehensive benefits package.
• Additional benefits may include:
  • Generous PTO policy
  • Flexible WFH policy
  • Mental & Physical Wellness programs
  • Phone and Internet Reimbursement program
  • 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 Employment Opportunity

EEO/VEVRAA