Sr. Strategic Pursuits Manager Deal structuring

Profile

Sr. Strategic Pursuits Manager (Deal structuring)
at **MEMBERS ONLY**SIGN UP NOW***.
Mountain View, CA
BE PART OF BUILDING THE FUTURE.
Since our founding in 2009, **MEMBERS ONLY**SIGN UP NOW***. has empowered innovators to build a better world with data. In less than eight years, Pure reached $1B in sales, faster than nearly every enterprise company in history, and our incredible growth continues to outpace the competition.
Our mission? Deliver a simple, evergreen data platform that enables everyone to turn data into intelligence and advantage. The secret sauce? More than 3,000 team members (and growing!) around the world who join forces to invent the next big thing. And then the next one.
The world is experiencing a revolution driven by next-generation technology like AI, machine learning, virtual reality, quantum computing, and self-driving cars—all of which require unprecedented amounts of data. This sets the stage for Pure’s technology to grow exponentially in the coming years.
We’ve only scratched the surface of our ambitions
, and as we continue to gobble up market share, we’re blazing trails and setting records:
For five straight years, Gartner has named Pure a leader in the Magic Quadrant for Solid-State Arrays
and in 2019, Gartner named Pure a leader in the Magic Quadrant for Primary Storage.
Our customer-first culture and unwavering commitment to innovation have earned us a 2019 Medallia Net Promoter Score
, certified by Owen CX, in the top 1% of B2B companies
Pure puts a premium on the future
, investing 26% of revenue into R&D.
If you, like us, say “bring it on” to exciting challenges that change the world, we have endless opportunities where you can make your mark.
SHOULD YOU ACCEPT THIS CHALLENGE...
The Sr. Strategic Pursuits Manager
will be part of the Monetization Strategy and Deals team. Within the MSD team, this role is responsible for creating a scalable framework and programmatic approach to pursuing large and complex enterprise deals. This approach will focus on balancing healthy bookings and revenue growth with profitability while identifying and mitigating risk. This leader will build a small team focused on strategic customers and verticals in the Americas.
The team works on monetization, pricing, and complex deal strategies as well as orchestrating internal approval for these strategies. The team collaborates with GTM leadership to build and execute successful segment, theater, and market development plans.
This is a challenging operational role that requires operating “in the trees” without “losing the forest”. You will be required to spearhead timely collaborations between multiple passionate stakeholder teams, such as sales, legal, finance, product business units, customer support, etc. for urgent, time-sensitive decisions in a fast-paced and occasionally ambiguous environment.
Responsibilities:
Define strategic engagement model for large/complex deals across the Americas, with particular focus on new solutions, specifically Pure-as-a-Service
Act as the face of PSTG corporate from pursuit through contract negotiation & finalization. Understand key business drivers for the customer and own holistic business case development in partnership with sales and technical account representatives and GTM leadership
Develop external benchmarking to aid in the development of a best-in-class strategic engagement model to support our largest and highest-potential opportunities & customers
Drive big deal thinking and sharing of best practices (deal structure, content relative to attractive themes like Digital Transformation, etc.)
Develop a strong understanding of Pure’s business model, competitive landscape and product offers
Articulate Pure value proposition and benefits of different deal structures, enabling the right deal to be presented to the customer
Manage complex deal engagements, creatively structure and model deals and coordinate internal approvals
Understand common deal patterns and drive pricing and monetization strategies to win deals.
Help drive business model innovation across the global enterprise, creating opportunities for greater market share capture and avenues for value creation
WHAT YOU’LL NEED TO BRING TO THIS ROLE...
5 years of consultative sales experience with Enterprise accounts
Experience in storage is not required, but a strong aptitude for learning IT infrastructure is → Intellectual curiosity
Understand financial selling: understand customer’s financial objectives and creatively structure a solution that works for the customer and Pure
Ability to understand how business model decisions impact operating model design/execution across operations, technology, risk governance, and organizational design
Penchant for solving problems with a strong analytical and critical thinking mindset
Excellent relationship-building, communication and presentation skills
Ability to work well with cross-functional teams and handle high levels of ambiguity
BE YOU—CORPORATE CLONES NEED NOT APPLY.
Pure is where you ask big questions, think differently, and make an impact. This is not just a job, but a place where you have a voice and can accelerate your career. We value unique thoughts and celebrate individuality, and with ample opportunity to learn, develop yourself, and expand into different roles, joining Pure is an investment in your career journey.
Through our Pure Equality program, which supports a flourishing field of employee resource groups, we nourish the personal and professional lives of our team members. And our Pure Good Foundation gives back to local and global communities through volunteering and grants.
And because w
e understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events.
PURE IS COMMITTED TO EQUALITY.
Pure is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire. If you need assistance or an accommodation due to a disability, you may contact us at
****
APPLICANT & CANDIDATE PERSONAL INFORMATION PRIVACY NOTICE.
If you're wondering how or why Pure collects or uses information you provide, we invite you to check out our
Applicant & Candidate Personal Information Protection Notice
DEEMED EXPORT LICENSE NOTICE.
Some positions may require a deemed export license for compliance with applicable laws and regulations. Please note: Pure does not currently sponsor deemed export license applications so we are unable to proceed with applicants requiring stated sponsorship.

Company info

Sign Up Now - SellingCrossing.com