Company Overview:
BE PART OF BUILDING THE FUTURE.
What do NASA and emerging space companies have in common with COVID vaccine R&D teams or with Roblox and the Metaverse?
The answer is data—all fast moving, fast growing industries rely on data for a competitive edge in their industries. And the most advanced companies are realizing the full data advantage by partnering with Pure Storage. Pure’s vision is to redefine the storage experience and empower innovators by simplifying how people consume and interact with data. With 11,000+ customers including 58% of the Fortune 500, we’ve only scratched the surface of our ambitions.
Pure is blazing trails and setting records:
- For ten straight years, Gartner has named Pure a leader in the Magic Quadrant
- Our customer-first culture and unwavering commitment to innovation have earned us a certified Net Promoter Score that is the highest in the industry
- Industry analysts and press applaud Pure’s leadership across these dimensions
- And, our 6,000+ employees are emboldened to make Pure a faster, stronger, smarter company as we go
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.
Position Overview:
The Business Solution Strategist (BSS) role is a part of the Strategic Pursuit Practice (SPP) team at Pure. The SPP is a large account strategy and pursuit team with a singular mission to drive long-term, transformational business success for our customers and Pure. We leverage value selling methodologies and processes to increase ambition and bigger deal mindset, to drive deeper and wider into the company’s top 25 strategic accounts helping accelerate deal closure.
Reporting to the EMEA Director SPP, the Business Solution Strategist (BSS) role is pivotal in combining business strategies with complex commercial and technical constructs to generate long-term value for our customers as well as Pure. The BSS’s core responsibility is to collaborate with account teams and extended teams helping synthesize technology, business and market trends into forward looking insights delivered to director, VP or C-level executives of our most strategic global customers. The BSS will help articulate Pure's transformational relevance and value, helping exert thought leadership and unlock long term opportunities that translate into net new pipeline. The role combines design thinking, strategy consulting and enterprise architecture packaged up and delivered through tangible business value selling assets.
Responsibilities:
- Facilitate cross-functional sales and account teams on high-profile engagements, executive presentations, workshops.
- Support Strategic Pursuit Leads, Sales Leadership and Global Account Managers and Partners/Alliances teams by providing deep customer insight & perspective whilst coaching with constructive feedback to help develop capabilities and understanding of the business value of Pure portfolio
- Facilitate and help develop the ‘Art of the Possible’ in Account Planning Sessions.
- Build and deliver ‘Pure Points of View’ (compelling C-level story and value statements demonstrating potential relevance and value of Pure to the customer).
- Increase the value for delivery of complex solutions by ensuring key VP and CXO stakeholders are fully engaged and aware of the value of Pure.
- Support pipeline creation for Strategic Pursuits (>$xxM+), ensuring current and future targets are exceeded.
- Help develop and contribute to Strategic Pursuit Practice’s enablement of sellers with tools, methodologies and best practices towards developing a strategic, big deal mindset.
- Align to the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and help close strategic pursuits.
- Represent Pure in industry forums and present to senior customer facing roles as needed.
MEASUREMENTS OF SUCCESS:
- % YoY Growth & Creation of Large Deals > $3-5M in Target account territory
- % YoY increase in Larger Deal Bookings Closure > $3-5M in Target account territory
- Increased Pure relevancy resulting in increased meetings with client exec’s and Business Decision makers
- Preservation of Deal Margin (thru value selling, TCOs and value model builds)
Qualifications:
- Senior executive background with a strong industry network.
- Min 15+ years of experience in the IT industry.
- Demonstrated extensive experience with value selling, driving and delivering major transformational solutions including IT Operations, Outsourcing, Offshoring and Commercial models.
- Experience building and delivering ‘C’ Level messaging and points of