Description:
This strategic leadership role will drive our National Partners to a successful self-sufficient, autonomous state through go-to-market integration, technical and sales enablement, industry knowledge and meaningful collaboration. Additionally, this role will assist and support the Pure ISO (inside sales) team and business units with its need to drive opportunities for growth to our National Partners.
Ultimately the NPM is responsible for the National Partner enablement and sales success across the US.
What You Will Be Doing
- Regular interaction with partner principals, executives, and sales and sales management at existing and prospective value added and direct market re-sellers.
- Align Pure’s go-to-market strategy with that of our National Partners to ensure growth consistent with Pure’s stated goals, and ensure long-term relationships with our most strategic Channel Partners.
- Conduct regular sales training presentations with partner technical and sales teams to ensure understanding and articulation of Pure’s Value Proposition and Industry Leadership.
- Assist with driving pipeline, sales qualification, and closing business through the ISO and Channel.
- Define and deploy business plans to deepen our traction with existing channel partners, reviewing and re-assessing quarterly.
- Develop and execute a regional strategy for recruiting new channel partners as needed to support growth.
- Maintain up-to-date knowledge of Pure’s competitive positioning in the marketplace.
- Oversee relationship building activities and account mapping activities between Pure’s Sales organization and specified partners.
- Driving channel autonomy & independence through Pure Storage partner enablement programs with the regional sales teams.
- Participate in the creation of channel sales strategy and tactics and takes ownership of technical responsibilities within customer accounts with emphasis on the channel partner(s) in region.
- Build meaningful relationships with assigned National Partners and Pure Storage Sales Teams within their resident geography and assigned partner base.
- Focus on enablement & relationship building throughout our National Partner’s business.
- Coordinate partner training activities with wide range of Pure Storage field & corporate resources.
- Present at national, regional and in-geo channel driven marketing activities.
What You Bring To The Team
- Strong cross functional leadership and excellent communications skills to drive consensus across groups both internally and within the Channel/Partner organizations.
- Strong written and verbal communication skills and can clearly and effectively articulate Pure’s value and technical leadership.
- Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues.
- Contribute significant portions and/or lead responses to RFPs, RFQs and RFIs.
- Channel Account Management experience with a proven track record of success
- Existing relationships with key partners in the region.
- Possess high EiQ and dealing with people in multi-culture environment.
- Passion, Commitment and drive for success working in a Motivated Team environment.
- 5-10 years minimum experience supporting the Sales / Channels of enterprise storage, networking or systems solutions to a combination of large enterprise accounts.