Account Director, Pure Storage
GSI, (NTT) EMEA & LATAM
Salary not provided
Kubernetes
Expert level
Remote from Netherlands
Data storage company
Be an early applicant
Data storage company
1001+ employees
B2BArtificial IntelligenceData storageEnterpriseBig dataDeep TechSaaS
Be an early applicant
Salary not provided
Kubernetes
Expert level
Remote from Netherlands
1001+ employees
B2BArtificial IntelligenceData storageEnterpriseBig dataDeep TechSaaS
Company mission
To redefine the storage experience and empower innovators by simplifying how people consume and interact with data.
Role
Who you are
- The successful candidate should ideally have existing relationships within NTT DATA, broad IT industry experience, strong commercial negotiation skills, and a high degree of business acumen
- They must be comfortable operating across a complex matrix of stakeholders, routes to market and countries, while maintaining a strong focus on revenue, pipeline creation and sales execution
- 12+ years of direct and/or indirect sales experience
- Experience selling into, partnering with, or working within a major Global Systems Integrator
- Proven experience in a senior sales, partner or business development role with responsibility for complex enterprise technology sales
- Strong understanding of Global Systems Integrator value propositions, including sell-to, sell-with, sell-through, managed services, resale and strategic customer engagement models
- Experience building trusted relationships at executive, sales, technical, delivery, alliance and country leadership levels
- Ability to operate successfully in a complex matrix environment across multiple countries, business units, stakeholders and routes to market
- Strong commercial acumen and experience supporting complex deal structures, commercial negotiations and multi-party sales campaigns
- Direct or indirect experience working with hyperscalers, cloud companies, marketplace transactions, cloud migration programmes and consumption-based commercial models would be beneficial
- Ability to balance strategic thinking with hands-on execution and a roll-up-your-sleeves, get-it-done attitude
- Familiarity with key Everpure growth areas including modern applications, Portworx, Kubernetes, cloud, cyber resilience, AI data services, managed services and storage-as-a-service would be beneficial
- Proven track record of delivering results, building pipeline, closing business and creating measurable partner-led growth
- Strong business acumen, outstanding communication skills and the ability to build credibility with senior leaders across both Everpure and the targeted partner ecosystem
- Ability to deliver regular forecasting, pipeline reporting and Quarterly Business Review cadence, working closely with finance, sales operations and regional leadership
- Effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product business units, marketing, legal, operations, technical teams and partner leadership
- Availability to travel domestically and internationally as required
- Bachelor’s degree required; MBA a plus
What the job involves
- Everpure is looking to hire a Global Systems Integrator Senior Account Director to support the NTT DATA global account across EMEA & LATAM
- This is a senior-level business development, sales execution and regional partner leadership role, based in Europe, with responsibility for driving Everpure’s growth with NTT DATA across all relevant business units, countries and routes to market in EMEA & LATAM
- The GSI business is a key growth engine for Everpure, and NTT DATA is one of Everpure’s most strategically important global partners
- This role will work directly with the Global Account Director for NTT DATA, regional Everpure sales teams, partner teams, technical leaders and NTT DATA stakeholders to translate the global account strategy into measurable regional execution
- The primary responsibility will be to execute the NTT DATA account strategy across EMEA & LATAM, developing qualified pipeline, supporting strategic pursuits, driving deals to close, and building repeatable sales motions across NTT DATA Technology Solutions, Cloud & Security, managed services, country entities and strategic customer engagements
- The Senior Account Executive will be responsible for creating and managing detailed account, stakeholder and closure plans, contributing to the global and regional account plans, and ensuring that EMEA & LATAM execution is aligned to Everpure’s broader NTT DATA growth strategy
- Lead Everpure’s EMEA & LATAM relationship with NTT DATA for strategic sales partnering, field execution and regional growth
- Execution of the NTT DATA global account strategy across EMEA & LATAM, ensuring that regional activity supports the wider Global GAM plan
- Develop and manage account plans, stakeholder maps, pursuit plans and close plans across multiple NTT DATA entities and countries
- Establish yourself as the go-to regional resource for NTT DATA customer-facing engagements, business development opportunities and field alignment across EMEA & LATAM
- Drive qualified pipeline creation and deal progression with NTT DATA, working in partnership with Everpure end-user account teams and regional leadership
- Support Everpure’s strategic growth priorities with NTT DATA, including resale growth, managed services, Portworx, modern applications, cloud, cyber resilience, AI data services and consumption-led commercial models
- Lead and coordinate joint demand generation activities with NTT DATA and Everpure, ensuring activity is targeted, measurable and connected to pipeline outcomes
- Build strong relationships across NTT DATA executive teams, sales leadership, technical leadership, delivery, pre-sales, alliances, country teams and strategic account teams
- Understand the different NTT DATA routes to market, including sell-to, sell-with, sell-through, managed services, resale, country-led execution and strategic customer influence
- Work closely with Everpure’s technical account leadership and solution specialists to create clear, compelling and executable value propositions for NTT DATA and its customers
- Support the development and execution of NTT DATA partner programmes, including Tier progression, training, certification, services capability and evidence gathering where relevant
- Build global and regional cross-functional relationships across Everpure to drive a seamless technology, market and execution plan
- Develop strategies that allow Everpure to capitalise on NTT DATA’s market position, strategic priorities and go-to-market motions across EMEA & LATAM
- Maintain a strong operating cadence with the Global Account Director, regional sales leadership, partner leadership, technical teams and operations to track pipeline, forecast, risks, blockers and executive support requirements
Our take
Named one of the top 50 Hottest Edge Hardware, Software, and Services Companies of 2022, Pure Storage is a data storage company that helps tech and software businesses leverage the continuous innovations of AI and machine learning through its storage solutions. From Roblox to NASA, many of Pure Storage’s customers are leaders in their fields.
After seeing rapid revenue growth in the early 2010s despite overall losses, Pure Storage’s 2015 IPO benefitted the company over the next half-decade, spreading losses with public trade. The risk especially paid off when many companies migrated to cloud services in the 2020s.
As data centers flew into the crosshairs of sustainable energy efforts, Pure Storage has remained on the right side of publicity through its Evergreen // One portfolio, a flexible consumption-based storage model for providers. In January 2023, Pure Storage reported continued subscription growth for this model and should continue on track as its hefty and influential client list evolves to meet sustainability goals.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Top investors
19% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2014
$225m
SERIES F
Aug 2013
$150m
SERIES E
Total funding: $474.9m
Company HQ
Santa Clara, CA
Leadership
John Colgrove
(CTO)Previously EIR at Sutter Hill Ventures, Fellow at Symantec Software, and Engineer at Amdahl.
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