Strategic Pursuit Manager

Company: Pure Storage
Location: Mountain View
Posted on: June 23, 2022

Job Description:

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 9,000 customers including 50% of the Fortune 500, we've only scratched the surface of our ambitions .Pure Is Blazing Trails And Setting Records

• For eight 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 in the top 1% of B2B companies globally
• Industry analysts and press applaud Pure's leadership across these dimensions
• And, our 4,000+ 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.About The RoleThis is a unique opportunity to lead a highly skilled pursuit team working on some ofPure's largest and most complex opportunities. The role holder will have accountabilityfor how we qualify and approach our largest pursuits. The Strategic Pursuit Manager will work closely with the account team to help drive all aspects of the Pursuit, from kick-off through contract signing, using consistent Strategic Pursuit Practice(SPP) methodologies to accelerate and close larger, strategic opportunities for Pure. This role will drive the momentum of the pursuit, 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.Role Responsibilities--- Create a focused plan for a pursuit, highlighting use of SPP resources, various channels,large deal team resources, commercial strategy, win themes, etc. to win the deal.--- Lead a cross-functional pursuit team from the start of pursuit, conceptualizes and executeswin strategy, pricing strategy and sales / relationship strategy for the pursuit. S/He briefssenior management team at appropriate junctures during the pursuit and facilitates strategicpursuit decisions to improve win ratio.--- Facilitate comprehensive pursuit planning workshops and work with the broader team tobuild strategy, competitive positioning, messaging alignment, and deal scope leading topursuit plan with organizational buy-in. Ensures action follow-up.--- Oversee the development of documents required for review/governance checkpoints andmanage pursuit risks and issues. Escalate issues, risks and conflicts that need to bemitigated.--- Manage communications and performance against process milestones--- Partner in development of commercial strategy and term sheets by aiding in research ofcustomers spend history, renewals, and prior contract analysis F--- Scope deal structure and develops commercial pricing models--- Consult on and/or completes modeling options, deal structuring and deal shaping--- Lead or co-chairs contract negotiations where agreed as part of negotiation mandate--- Manage due diligence activities and required solution, costing, and document revisions.--- Execute the close down process (post pursuit) and hand-offs, including a win/loss reviewcapturing knowledge to support enablement and future Pure pursuits--- Create, implement and/or enhance SPP pursuit specific tools.--- Initiate pursuit specific processes, including collaboration tools (for instance, google drive)--- [Potentially] provide Pursuit Leadership in Business Development and Pursuit Planexecution as dictated by the specific pursuits or countryKey Requirements--- Bachelor's Degree Level education, ideally MBA--- 5+ experience within Pursuit, complex deals and/or strategic solution selling(preferable SaaS or B2B IT, Outsourcing experience)--- Ability to work successfully within Core and expanded team consisting of Sales,Solutions, Finance, Commercial, Transition, Service, GTM and CTO--- Provide leadership and management across the pursuit and associated towers /functions.--- Player / Manager with ability to manage and where necessary lead other leaders--- Strength of character to develop and present strong decision making - either promotingstrategic intent or "stop-loss" position.--- Clear understanding of Business Value Selling and/or Solution Selling practiceBE YOU-CORPORATE CLONES NEED NOT APPLY.Pure is where you ask big questions, think differently, and make an impact. This is not just a job, but a place where you have a voice and can accelerate your career. We value unique thoughts and celebrate individuality, and with ample opportunity to learn, develop yourself, and expand into different roles, joining Pure is an investment in your career journey.Through our Pure Equality program, which supports a flourishing field of employee resource groups, we nourish the personal and professional lives of our team members. And our Pure Good Foundation gives back to local and global communities through volunteering and grants.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.PURE IS COMMITTED TO EQUALITY.Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.Pure is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.If you need assistance or an accommodation due to a disability, you may contact us at TA-Ops@purestorage.com .APPLICANT & CANDIDATE PERSONAL INFORMATION PRIVACY NOTICE.If you're wondering how or why Pure collects or uses information you provide, we invite you to check out our Applicant & Candidate Personal Information Protection Notice .DEEMED EXPORT LICENSE NOTICE.Some positions may require a deemed export license for compliance with applicable laws and regulations. Please note: Pure does not currently sponsor deemed export license applications so we are unable to proceed with applicants requiring stated sponsorship.PURE'S COMPLIANCE WITH THE U.S. GOVERNMENT COVID-19 MANDATEIn accordance with Pure's policies, current and anticipated federal regulations, and our ongoing commitment to prioritizing the health and well-being of our employees, partners, and customers, and the community at large, where permitted by law, all Pure employees and contractors working in the United States are expected to be fully vaccinated against COVID-19 prior to your start date. Should you require an exemption for medical or religious reasons, you must initiate Pure's exemption request process which will determine if an exemption can be granted in accordance with applicable local, state, and/or federal law.

Keywords: Pure Storage, Mountain View , Strategic Pursuit Manager, Executive , Mountain View, California