THE ROLE

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.

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.

WHAT YOU'LL DO

• 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.

WHAT YOU BRING

• 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.

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