Director of Strategic Accounts
Airgas
Alliance Director
Pure Storage
full-time
Posted on:
Location: California, Washington • 🇺🇸 United States
Visit company websiteSalary
💰 $213,000 - $341,000 per year
Job Level
Lead
Tech Stack
AWSCloudGoogle Cloud Platform
About the role
- Lead Pure’s alliance relationship with Cloud Alliances across multiple theaters and lines of business to contribute to global alliance strategy.
- Focus on revenue contribution through co-sell strategy and engagement to deliver partnership success metrics.
- Achieve mutually agreed key metrics including revenue, pipeline, innovation, and business plan adherence targets.
- Develop and mature key commercial relationships between Pure stakeholders and Cloud Alliances counterparts.
- Build strong internal (Pure) and external (Microsoft/AWS/GCP) cross-functional relationships to drive seamless technology and market execution.
- Establish yourself as a trusted, go-to resource for partner and customer-facing Cloud Alliances business development opportunities.
- Lead interlock of cross-company commercial stakeholders including sales executives, account team engagement, co-marketing and event support.
- Design co-sell strategies to capitalize on emerging trends, Cloud Alliances corporate initiatives, and program advantages.
- Establish strategic, global perspectives for Pure’s go-to-market with Microsoft and other ecosystem partners.
- Act as a Cloud AlliancesAlliance spokesperson at key events.
- Represent Pure in executive and field engagements to drive joint GTM outcomes.
Requirements
- Bachelor’s degree or equivalent practical experience leading Cloud Alliances as a Global Alliance or working at Cloud Alliances with Partners and Co-sell programs.
- 9+ years of professional experience in a role that has consistently achieved revenue and technical business development targets with Alliances.
- Proven ability to achieve revenue targets while balancing strategic initiatives.
- Experience leading quarterly business reviews, establishing governance models, and defining strategic objective and key results for the alliance business.
- Must have strong existing relationships and relationship development experience with key Cloud Alliances executives and business line leaders.
- Track record of establishing successful executive, sales, and product/BU senior level relationships.
- Experience enabling, evangelizing, and educating field sales teams and channel partners.
- Deep understanding of Microsoft’s products, operations, organization, and lines of business.
- Demonstrated ability to develop an understanding of Pure’s product and joint solution offerings, integrations and solutions to articulate a Pure value proposition.
- Exceptional communications skills and experience presenting and evangelizing the core messages of Pure and the Cloud AlliancesAlliance internally and externally.
- Strong business acumen and ability to build relationships with executive leaders in the alliance ecosystem.
- Effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product business units, marketing, legal, operations and other Alliance stakeholders.
- Self-motivated team player with expertise working in a fast paced, cross-functional manner.
- Must be willing and able to travel where relevant as part of the role.
- Primarily expected to work from Santa Clara or the Bellevue, WA office in compliance with Pure’s policies.
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