SHOULD YOU ACCEPT THIS CHALLENGE…
This is a unique opportunity to lead a highly skilled pursuit team working on some of Pureâs largest and most complex opportunities. The role holder will have accountability for how we qualify and approach our largest pursuits. The Strategic Pursuit Lead will develop and own the internal relationship for a group of select strategic Pure Storage accounts. Through consultation, leveraging resources, and using consistent Strategic Pursuit Practice (SPP) methodologies, you will accelerate and close larger, strategic opportunities for Pure. This role will drive the momentum of the pursuits, leading all members of the pursuit team to make certain that deliverables are met, duties are shared appropriately, and enthusiasm and motivation remain high. A critical success requirement for this role will be, within the complex pursuit framework, to lead team members and stakeholders in developing and ultimately executing a successful pursuit plan.
Your Duties will Include:
â Facilitate the development of long-term strategy for key strategic accounts, aligned to customer business and IT strategies, creating a long-term account plan with prioritization of
opportunities and strategic alignment to Pure relevancy.
â Create a focused plan for pursuits, highlighting use of SPP and other resources, various channels, large deal team resources, commercial strategy, win themes, etc. to win the deal
â Lead a cross-functional pursuit team from the start of pursuit, conceptualize and execute win strategy, pricing strategy and sales / relationship strategy. Brief senior management team at appropriate junctures during the pursuit and facilitate strategic pursuit decisions to improve win ratio.
â Facilitate comprehensive pursuit planning workshops and work with the broader team to build strategy, competitive positioning, messaging alignment, and deal scope leading to pursuit plan with organizational buy-in. Ensure action follow-up.
â Oversee the development of documents required for review/governance checkpoints and manage pursuit risks and issues. Escalate issues, risks and conflicts that need to be
â Manage communications and performance against process milestones.
â Partner in development of commercial strategy and term sheets by aiding in research of customers spend history, renewals, and prior contract analysis.
â Consult on and/or complete modeling options, deal structuring, deal shaping, and/or commercial pricing models.
â Lead or co-chair contract negotiations as agreed as part of negotiation mandate.
â Manage due diligence activities and required solution, pricing, and document revisions.
â Execute the close down process (post pursuit) and hand-offs, including a win/loss review capturing knowledge to support enablement and future Pure pursuits.
â Create, implement and/or enhance SPP pursuit specific tools.
â Initiate pursuit specific processes, including collaboration tools (for instance, google drive)
â [Potentially] provide Pursuit Leadership in Business Development and pursuit plan execution as dictated by the specific pursuits or country.
â Bachelorâs Degree Level education, ideally MBA
â 20+yrs experience in direct sales with quota of $20M+
â 10yrs+ experience within Pursuit, complex deals and/or strategic solution selling (preferable SaaS or B2B IT, Outsourcing experience)
â Ability to work successfully within Core and expanded team consisting of Sales, Solutions, Finance, Commercial, Transition, Service, GTM and CTO
â Proven experience of leadership and management across pursuits with multiple associated towers and/or functions.
â Player / Manager with ability to manage and where necessary lead other leaders
â Strength of character to develop and present strong decision making – either promoting strategic intent or âstop-lossâ position
â Clear understanding of Business Value Selling and/or Solution Selling practice
â Experience with strategic account planning, C-Level client relationship building and relationship management
â Travel will be required for this role. The amount of travel will vary depending on business need and client requirements
The annual base salary range is: $175,000-311,000. Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.
This role may be eligible for incentive pay and/or equity.
And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events – check out purebenefits.com for more information.
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