Business Solution Strategist

Company: Pure Storage, Inc.
Location: Santa Clara
Posted on: September 15, 2023

Job Description:

JOB ROLE AND RESPONSIBILITIES
The Business Solution Strategist (BSS) role is a part of the Strategic Pursuit Practice (SPP) team at Pure. The SPP is a large account strategy and pursuit team with a singular mission to drive long-term, transformational business success for our customers and Pure. We leverage value selling methodologies and processes to increase ambition and bigger deal mindset, to drive deeper and wider into strategic accounts and to accelerate more and larger deals to closure.
Reporting to the Senior Director of the Strategic Pursuit Practice, the Business Solution Strategist(BSS) role is pivotal in combining business strategies with complex commercial and technical constructs to generate long-term value for our customers as well as Pure. The BSS's core responsibility is to collaborate with account teams and extended teams helping synthesize technology, business and market trends into forward looking insights delivered to director, VP or C-level executives of our most strategic global customers. The BSS will help articulate Pure's transformational relevance and value, helping exert thought leadership and unlock long term opportunities that translate into net new pipeline. The role combines design thinking, strategy consulting and enterprise architecture packaged up and delivered through tangible value selling assets.
KEY DUTIES

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• Facilitate cross-functional sales and account teams on high-profile engagements, executive presentations, workshops.
  
• Support Strategic Pursuit Leads, Sales Leadership and Global Account Managers by providing deep customer insight & perspective whilst coaching with constructive feedback to help develop capabilities and understanding.
  
• Facilitate the 'Art of the Possible' in Account Planning Sessions for strategic pursuits.
  
• Build and deliver 'Pure Points of View' (compelling C-level story and value statements demonstrating potential relevance of Pure to the customer).
  
• Drive big deal thinking, best practice sharing and extended team collaboration.
  
• Increase the value for delivery of complex solutions by ensuring key VP and CXO stakeholders are fully engaged and aware of the value of Pure.
  
• Support pipeline creation for Strategic Pursuits (> $10M+), ensuring current and future targets are exceeded.
  
• Help develop and manage a programmatic capability including all relevant artifacts to help scale to additional strategic pursuits.
  
• Align to the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and help close strategic pursuits.
  
• Represent Pure in senior customer facing roles, i.e. executive sponsor, business strategist.
  
  MEASUREMENTS OF SUCCESS
  
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  • % YoY Growth & Number of Larger Deals > $10M in Territory
    
  • % YoY increase in Larger Deal Closure > $10M in Territory
    
  • % increase Rep Participation in Larger Deals > $10M in Territory
    
  • # of Art of the Possible assets built and delivered# of Points of View assets built and delivered
    
    SKILLS AND EXPERIENCE REQUIRED
    
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    • Senior executive background with a strong industry network.
      
    • Min 15+ years of experience in the IT industry.
      
    • Demonstrated extensive experience with value selling, driving and delivering major transformational solutions including IT Operations, Outsourcing, Offshoring and Commercial models.
      
    • Experience building and delivering 'C' Level messaging and points of view.
      
    • Consultative experience into Enterprise and Global accounts and working in a complex matrixed environment.
      
    • Experience developing and growing 'C' Level relationships.
      
    • Practical understanding of the financial and technical challenges faced with running modern day IT operations at large corporations.
      
    • Ability to communicate and simplify complex topics.
      
    • Excellent Technical and Business writing and presentation skills
      
    • Understanding of Business Operations (financial accounting, ROI, TCO, budget planning, organizational design)
      
    • Excellent presentation skills including public speaking, meeting facilitation and white boarding. Project Management skills an asset
      
    • Enthusiastic self-starter with an outgoing personality
      
    • Comfortable working both independently and with a team
      
    • Strong customer facing and relationship building skills.
      
    • Bachelors degree or equivalent experience
      
      The annual base salary range is: $194,000-311,000. 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 for more information.

Keywords: Pure Storage, Inc., Santa Clara , Business Solution Strategist, Other , Santa Clara, California