Cloudera

• Own the technical sales process from introductory meetings (net new sales) through post-sales (customer satisfaction, upselling, and subscription renewals) • Supporting the technical needs of customers includes discovering new use cases for Cloudera’s technology • Designing solutions for your customers’ needs using Cloudera technologies, based on reference architectures and common patterns • Demonstrating Cloudera products in a way that inspires your customers to say “yes” to Cloudera • Partnering with your Account Managers to show your customers the true value of a Cloudera solution and drive successful sales • Presenting product roadmap and vision to inspire your customers to think bigger • Interfacing with other Cloudera teams to ensure your customers hear one Cloudera voice • Advocating for your customers’ needs to Product Management and Engineering • Participating in external publicity and evangelism (conferences, meetups, webinars, blogs)

• Plan and execute programmatic large deal commercial structuring for strategic accounts, working closely with Pricing Strategy, Value Management, and Sales leadership to drive growth through complex but scalable deal design. • Drive true pricing execution with the field, gathering and analyzing customer-centric monetization feedback from live deals to continuously optimize commercial frameworks and track financial impact. • Sit "in the room" with account teams to manage complex deal dynamics, align cross-functional dependencies, and help structure the commercial side of high-stakes opportunities. • Proactively translate unique, complex deal structures into repeatable commercial programs and frameworks—imperative for scaling field adoption as market dynamics shift. • Facilitate deep engagement between the field, Pricing Strategy, and Value Management to ensure corporate consistency, strategic alignment, and value-backed commercial models.

• Work on large-scale, distributed systems to help drive Hive innovation and build additional components around it to enhance the Hive ecosystem. • Have an exciting opportunity to work on products that handle complex SQL query workloads on public or private clouds as part of Cloudera Data Platform (CDP). • Design and develop features for parallel and distributed query engines to help drive innovation in CDP. • Focus on query optimization, performance and scalability of SQL queries. • Write design documentation for key features and capabilities. • Improve code quality through writing tests, automation, and code reviews. • Understand the customer’s workload and provide effective technical solutions.

Title: Sr. Product Manager Security, Anywhere Cloud Location: Austin United States Full time Hybrid Job Description: Business Area: Product Mgmt. Seniority Level: Mid-Senior level Job Description: At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises. Cloudera is seeking an experienced and visionary Senior Product Manager for Anywhere Cloud (AWC) Platform to own security across hybrid and multi-cloud environments. This role is within the fast paced Anywhere Cloud team driving new innovation. This role is not eligible for Immigration Sponsorship or Relocation. As a Senior Product Manager you will: - Define and drive the product roadmap for security on the Anywhere Cloud platform. - Translate complex customer needs and market opportunities into detailed product requirements, user stories, and acceptance criteria for engineering teams. - Collaborate closely with engineering, design, and other cross-functional teams to ensure successful product development, delivery and customer satisfaction. - Lead the entire product lifecycle from concept to launch and post-launch optimization, ensuring high-quality, scalable, and secure product offerings. - Champion product adoption and customer success through strong advocacy, thought leadership, and engagement with key customers and partners. - Monitor and analyze product performance metrics, identifying areas for improvement and driving continuous product enhancements. - Stay abreast of industry trends, technologies, and best practices security and data. We are excited if you have (Required Experience): - Bachelor's degree in Computer Science, Engineering, or a related technical field. MBA or advanced degree is a plus. - 5+ years of experience in product management, with a strong focus on security and data platforms. - Proven track record of successfully defining, launching, and managing enterprise-grade software products in a fast-paced environment. - Deep understanding of security, - Experience with cloud platforms (AWS, Azure, GCP) and hybrid cloud environments. - Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to diverse audiences. - Demonstrated ability to lead cross-functional teams and influence stakeholders at all levels. - Strategic thinker with a strong business acumen and a customer-centric approach. - Experience with Agile development methodologies. You may also have: - Familiarity with open-source security, compute & data technologies such as Kubernetes, SSL/TLS, OAuth/OIDC, SAML, OWASP Top 10, FIPS 140-3 - Experience with regulated industries and data compliance (e.g., GDPR, CCPA, FedRAMP.). This role is not eligible for immigration sponsorship. What you can expect from us: - Generous PTO Policy - Support work life balance with Unplugged Days - Flexible WFH 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 EEO/VEVRAA #LI-CP1 #LI-HYBRID

• Translate complex Product R&D advancements into high-value business outcomes, sales playbooks, and go-to-market strategies tailored specifically for the Financial Services sector • Act as a trusted advisor to key customer accounts, delivering compelling presentations to C-level executives while maintaining deep technical credibility with data science and engineering teams • Collaborate closely with Sales, Product Management, Engineering, and Marketing to ensure alignment of Cloudera’s AI solutions with evolving market dynamics • Provide industry-specific AI expertise during high-value sales cycles, helping validate architecture and calculate ROI for business buyers • Represent Cloudera as an industry expert at global conferences and through written collateral, driving market share through insightful commentary on AI in finance • Design, develop, and deliver cutting-edge AI reference architectures, technical prototypes, and MVPs that address specific Financial Services use cases.

• Support the end-to-end purchasing process, from managing the Coupa platform and ensuring smooth transactional efficiency. • Take the lead for internal and external Coupa questions to support the business. • Negotiate contracts, pricing, and terms with suppliers to achieve the best value for the company. • Maintain accurate records of purchases, pricing, and contracts. • Monitor supplier performance and resolve any issues related to quality or delivery delays. • Analyze market trends to identify potential cost-saving opportunities and new supplier partnerships. • Serve as a primary resource for internal department partners. • Partner with the comprehensive Procurement department to drive cross-functional initiatives.

• Improve reliability and scalability of the platform • Build systems to manage platform infrastructure and applications (platform engineering) • Optimize existing systems and eliminate toil through simplification and automation • Provide operational support and engineering assistance to the whole of Cloudera engineering • Monitor availability, latency and overall service health • Practice sustainable incident response and blameless postmortems • Participate in an on-call rotation

• Partner Collaboration: Partner with SI, ISV, and hyperscaler partners in your region to help them get real value from the Cloudera platform (supported by senior PSEs while you ramp). • Build Technical Artifacts: Build and deliver demos, PoCs, and prototypes—hands-on technical work where your coding background is a direct, daily advantage. • Master the Pre-Sales Craft: Learn core pre-sales skills, including messaging, whiteboarding, objection handling, and partner enablement. • Architect the "Better Together" Story: Help build joint solution assets, first-call decks, and collaborative integration demos. • Enable the Ecosystem: Contribute to partner enablement content like labs, walkthroughs, and technical write-ups, growing into a trusted technical point of contact. • Advocate Globally: Grow into competitive and architectural conversations, eventually becoming the Voice of the Partner inside Cloudera and the Voice of Cloudera to the Partner.

• Develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of Cloudera’s solutions to the business requirements. • Demonstrate a proven ability to excel at complex, consultative solution selling. • Serve as a strategic trusted advisor to key decision-makers across your assigned agencies and subcomponents, driving adoption of Cloudera's Data and Analytics platform. • Strive to understand the customer’s organizational structure and work to achieve alignment. • Drive new business in greenfield accounts at the C-suite level or equivalent. • Ensure accurate forecasting, pipeline creation, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. • Coach & collaborate with partners, accessing resources within Cloudera to support them on specific opportunities, with the goal of building capacity to meet customers’ demand for Cloudera-related services and skills. • Develop detailed sales/marketing plans and sales forecasts. • Manage time and workflow and create effective call plans. • Monitor competition and respond immediately and appropriately. • Leverage existing relationships to build an exhaustive network and generate prolific referrals.

• Serve as principal value architect for strategic deals within a defined sales territory • Direct stakeholder mapping and alignment to a series of senior sales leaders and their supporting account managers, solution engineers, and other members of the extended account team • Ownership of value-focused customer engagements and customer interactions within your territory • Execute on global strategic initiatives, including Value Management-specific thought leadership and cross-functional initiatives with a value bent • Develop value frameworks and value calculation methodologies • Build value case studies / realization studies in partnership with customers • Develop & launch value-based corporate sales plays