SHOULD YOU ACCEPT THIS CHALLENGE...
Pure is looking for a strong Technical Valuement Management Director that will serve as a vital resource for aligning Pure Storage’s technical capabilities with our customers’ business objectives. By collaborating closely with Account SEs, you will elevate technical conversations, demonstrating the tangible and strategic advantages of Pure’s solutions. The successful candidate will be responsible for analyzing customer environments, identifying areas for improvement, and building compelling value propositions that highlight measurable benefits. The ideal candidate will be able to empower SEs with the tools and narratives needed to advocate for Pure’s technology while fostering long-term success and satisfaction for our customers.
What you’ll be doing
- You leading a multi-disciplined technical team in engagement with the client to complete a rapid iterative assessment to quantify current state pain points, requirements and how those will be resolved with a future state solution - in terms of business value. This will lead to proposals and potentially RFP.
Delivering:
- Current state architecture which clearly articulates the pain points, business requirements and current metrics - signed off by the customer through discovery and validation workshops
- Future state architecture which clearly articulates the resolution to the pain points, business requirements and what metrics will result - signed off by the customer through validation workshop
- Implementation plan delivered in conjunction with the CX organisation which clearly articulates at what point business benefits will be realised and the metrics that will support them
Activity:
- Collaborate with Account SEs to align technical insights with customer objectives and priorities.
- Elevate technical narratives by identifying key differentiators and value drivers tailored to customer use cases.
- Evaluate customers’ existing infrastructure and operational practices to identify the current state architecture and identify areas for improvement.
- Articulate the technical and financial benefits of Pure Storage solutions that delivers quantifiable metrics to business stakeholders.
- Demonstrate outcomes such as performance improvements, cost reductions, and operational efficiencies.
- Provide actionable insights and data-driven metrics to support customer decision-making.
WHAT YOU’LL NEED TO BRING TO THIS ROLE...
- 10+ years of experience in value based technical sales
- Proven track record of working at CxO - typically CTO level
- Proven expertise in:
- Consulting led client engagements on large multi-million opportunities with Fortune 500 companies
- Application environments, database management, networking infrastructure, cloud and how application requirements are defined and implemented into infrastructure (cloud and on-premise) with current technology such as containers. Proven experience in defining operating and business metrics
- Storage (block/file/object), cloud, database technologies, AI and Virtualization technologies knowledge
- Proven ability to analyze complex technical environments and translate findings into business value propositions.
- Exceptional communication and storytelling skills, with the ability to influence both technical and business stakeholders.
- Experience working collaboratively with cross-functional teams, especially sales engineers and account teams.
- Customer-focused mindset with a passion for delivering value and building long-term relationships.
- Familiarity with tools and frameworks for ROI analysis and technical value quantification is a plus
