Senior Director of EMEA GSI Sales, Pure Storage
Data storage company
Posted today
Data storage company
1001+ employees
Posted today
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 the key GSIs in EMEA
- This leader must have a deep understanding of IT industry trends, broad IT industry experience, commercial negotiation experience, sales management, and a high degree of business acumen with proven sales results
- 15+ years of Sales & Alliance management and/or technology industry business development
- Experience working with top hyperscaler or cloud companies including marketplace transactions, cloud migration and understanding of EDP / MACC contractual mechanism
- 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 a 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
- We are primarily an in-office environment and therefore, you will be expected to work from the Staines or London office in compliance with Pure’s policies, unless you are on PTO, or work travel, or other approved leave
What the job involves
- The GSI business is a key growth engine for Pure working closely with the Global Sales and Global Partner organization to drive business
- Pure’s GSI portfolio covers Accenture, Kyndryl, DXC, Cap Gemini, Atos, TCS, Wipro, Infosys, Tech Mahindra, Cognizant, and HCLTech
- The primary responsibility will be to lead the team and set account strategy across the EMEA & LATAM Regions, develop a Joint GTM sales strategy in alignment with the GSI Global Account Directors and EMEA & LATAM Sub-Regions leaders, as well as to drive enablement in support of new business opportunities and revenue
- This role is accountable across EMEA & LATAM for the health of the GSI sales relationships and growing Pure’s business together
- Leadership of Pure’s EMEA-based GSI team across the key GSIs 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 GSI and customer facing engagements and business development opportunities
- Lead the joint demand generation activity with the GSIs and Pure that drives bookings for new and existing Pure end customers and creates white space opportunities
- Relationship builder - Develop relationships at the GSI CXO executive, Pre-Sales, Delivery, Sales and Regional decision making level. Be well known and respected by this community and have a strong understanding of the GSI business fundamentals and industry drivers. Focus on creating a value proposition and supporting business cases that are directly linked to the GSI business model and issues
- Build global cross functional relationships that drive a seamless technology and market execution plan
- Build and lead a team around EMEA for sales and joint solutions, and operate as part of the EMEA & LATAM Sales leadership team
- In conjunction with the Global team, establish strategic contract frameworks for Pure’s go-to-market with GSIs, specifically with a “ropes to the ground” plan for the countries
- Develop strategies that allow Pure to capitalize on the emerging trends, strategic direction, which aligns with the GSIs GTM strategy for mutual customers
- Develop key executive and field relationships between key Pure stakeholders and GSI counterparts across EMEA and in the European countries
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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