Strategic Pursuit Lead

2 weeks ago

StainesuponThames, United Kingdom Pure Storage Full time

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 11,000+ customers including 58% of the Fortune 500, we've only scratched the surface of our ambitions.

Pure is blazing trails and setting records:

- For ten 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 5,000+ 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.

This is a unique opportunity to lead a highly skilled pursuit team working on some of Pure's 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.

**SHOULD YOU ACCEPT THIS CHALLENGE...**
- 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.
- 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
- 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.
- 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.
- 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 mitigated.
- Manage communications and performance against process milestones.
- Partner in development of commercial strategy and term sheets by aiding in research of customers spend history, renewals, and prior contract analysis.
- Consult on and/or complete modeling options, deal structuring, deal shaping, and/or commercial pricing models.
- Lead or co-chair contract negotiations as agreed as part of negotiation mandate.
- Manage due diligence activities and required solution, pricing, and document revisions.
- Execute the close down process (post pursuit) and hand-offs, including a win/loss review capturing 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)
- Pursuit Leadership in Business Development and pursuit plan execution as dictated by the specific pursuits or country.

**WHAT YOU'LL NEED TO BRING TO THIS ROLE...**
- Bachelor's Degree Level education, ideally MBA
- Highly experienced in direct sales with quota of $20M+
- 10yrs+ 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
- Proven experience of leadership and management across pursuits with multiple associated towers and/or functions.
- Fluency in a second European language, ideally French or German, would be highly beneficial.
- Player / Manager with ability to manage and where

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