Business Value Manager

Overview

This individual contributor role is focused on delivering quantified business value for strategic enterprise deals. The Business Value Manager partners with account teams and customer executives to translate complex data and AI platform capabilities into measurable economic outcomes—supporting investment decisions, influencing deal structures, and helping enterprises transition toward AI-native operating models.

The position involves business case development (TCO/ROI and related analyses), value discovery, executive engagement, and deal cycle support across defined sales territories.

Responsibilities

• Deal Support (Business Value Architecture): Serve as the business value architect for strategic deals within a defined sales territory.
• Stakeholder Alignment & Ownership: Own value-focused customer engagements and interactions in the territory, including senior stakeholder mapping and alignment with sales leaders and the extended account team.
• Value-Driven Deal Strategy: Embed quantified, forward-looking value narratives into deal strategy to drive ARR growth by connecting AI platform architectures and AI operating models to:
  • revenue uplift
  • cost optimization
  • risk reduction
• Executive Engagement: Engage C-suite stakeholders to shape enterprise AI and data strategies and position the organization within broader shifts toward platform consolidation, hybrid architectures, and AI-enabled business models.
• Financial Business Cases: Build and present CFO-grade business cases, including TCO, ROI, NPV, and IRR, incorporating evolving cost dynamics such as inference workloads, utilization patterns, and long-term AI operating economics.
• Value Discovery: Lead 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 versus 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 on global strategic initiatives, including value management thought leadership and cross-functional initiatives.
• 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.
• Thought Leadership in Executive Forums: Represent the organization in executive forums, articulating perspectives on enterprise AI economics, architectural trade-offs, and long-term implications of AI adoption.
• 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 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 connect technology decisions to P&L, balance sheet, and cash flow outcomes
• Demonstrated ability to influence enterprise deal cycles, shaping deal strategy, positioning, and commercial outcomes
• Solid understanding of modern data platforms, distributed systems, and AI/ML workloads (data pipelines, model deployment, 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; ability to engage and influence CIO, CFO, CDO, and senior business stakeholders
• High ownership mindset; 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), key Apache projects (Spark, Trino, Kafka, etc.), and private/hybrid/public cloud data and AI deployments
• 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

• This role is not eligible for immigration sponsorship.
• Anticipated annual base salary range:
  • 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
• All employees receive a comprehensive benefits package, including:
  • Generous PTO policy
  • Flexible work-from-home policy
  • Mental & physical wellness programs
  • Phone and Internet Reimbursement program
  • Access to continued career development
  • Comprehensive benefits and competitive packages
  • Paid volunteer time
  • Employee Resource Groups

Location

• California, Colorado, Illinois, or Washington (primary work location determines specific base salary range).