GSI Account Director, Pure Storage
EMEA
More information about location
5 days a week in office (Staines-Upon-Thames, Surrey)
Data storage company
Be an early applicant
Data storage company
1001+ employees
Be an early applicant
More information about location
5 days a week in office (Staines-Upon-Thames, Surrey)
1001+ employees
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 have existing relationships with the executive & technology decision makers across these GSI companies, both at the global level and across EMEAL
- This leader must have a deep understanding of IT industry trends, broad IT industry experience, commercial negotiation experience, and a high degree of business acumen with proven results
- 10+ years experience in Sales & Alliance management and/or technology industry business development
- Direct experience working with these GSI companies including cloud marketplace transactions, cloud migration and understanding of EDP / MACC contractual mechanisms
- Ability to balance strategy, sales and a roll-up your sleeves and "get it done" attitude
- Maintain a deep understanding of Pure’s commercial frameworks and product offerings, integrations and solutions to articulate the Pure value proposition
- Motivated team player with expertise working in a fast paced, cross-functional manner
- Ability to establish field facing and product/BU senior level relationships
- Proven track record on delivering results and getting things done
- Strong business acumen, outstanding communication skills and capability to effectively build relationships with executive leaders in the targeted ecosystem
- Ability to deliver a regular forecast and QBR cadence, working closely with Finance and Sales operations
- Effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product business units, marketing, legal, operations and other sales stakeholders
- Availability to travel domestically and internationally approximately 30% of the time (when safe to do so)
- Bachelor’s degree required, MBA a plus
What the job involves
- Pure Storage is looking to hire an Account Director to manage a portfolio of GSI companies - HCLTech, Infosys, Wipro and Tech Mahindra
- The role is a senior level Sales and Leadership role focused on the EMEAL region
- Working, aligning and partnering with the respective global GSI organisation
- The GSI business is a key growth engine for Pure Storage, this role works closely with the regional Sales organisation to drive business at field level
- The primary responsibility of this position will be to own and execute the GSI solution GTM strategy in the region, to create incremental pipeline, deliver forecast accuracy and to drive revenue for Pure Storage
- This role will set the joint account strategy with the sales teams and respective GSI’s
- This role is accountable in the EMEAL Region for the health of the GSI relationships and growing Pure’s business together
- Leadership of Pure’s relationship with GSIs in EMEAL, for strategic sales, partnering and field execution. Success will be measured in terms of revenue, pipeline creation and global execution upstream (product/technology) and downstream (sales/partners/support)
- Establish yourself as the ‘go-to’ resource for all partner and customer facing engagements and business development opportunities
- Lead the joint demand generation activity across the GSIs companies and Pure that drives bookings for new and existing Pure customers and creates white space opportunities
- Develop relationships in the region with the CXOs, Pre-Sales, Practice, Delivery, and Client Partners leaders. Be well known and respected by this community and have a strong understanding of the client’s business fundamentals and industry drivers
- Focus on creating a value proposition and supporting business cases that are directly linked to an end client’s business model and challenges
- Build cross functional relationships that drive a seamless technology and market execution plan
- Establish strategic contract framework for Pure’s go-to-market with the GSI companies, including a “ropes to the ground” plan within EMEAL
- Develop strategies that allow Pure to capitalise on the emerging trends, strategic direction, which aligns with each GSI company’s GTM strategy for mutual customers
- Cultivate key executive and field relationships between key Pure stakeholders and GSI executive counterparts
- We are primarily an in-office environment and therefore, you will be expected to work from the Staines office in compliance with Pure’s policies, unless you are on PTO, or work travel, or other approved leave
Salary benchmarks
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
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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