Senior Director, EMEA GSI Sales

Pure Storage, Inc.; London; On-site; GBP 120,000 - 180,000; Full time

Job summary

A leading tech company seeks a GSI EMEA & LATAM Sales Director to drive sales strategy and team leadership across key GSIs. The successful candidate will possess extensive experience and established relationships in the IT industry, focusing on revenue growth and strategic partnerships. This role entails significant responsibility in enhancing Pure's market presence in the EMEA & LATAM regions through innovative sales strategies and collaboration.

Benefits

Flexible time off

Wellness resources

Company-sponsored team events

Support for professional development

Qualifications

• 15+ years in Sales & Alliance management.
• Experience with IT industry trends and cloud companies.
• Ability to engage CXO decision makers.

Responsibilities

• Lead EMEA-based GSI team while managing sales strategy.
• Develop joint demand generation activities with GSIs.
• Establish strategic contract frameworks with GSIs.

Skills

Sales Management

Business Development

Commercial Negotiation

Relationship Building

Team Leadership

Strategic Planning

Financial Forecasting

Cross-functional Collaboration

Education

Bachelor's Degree in Business or relevant field

Job description

We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry.

This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us.

SHOULD YOU ACCEPT THIS CHALLENGE...

Pure is looking to hire a GSI EMEA & LATAM Sales Director. The GSI business is a key growth engine for Pure working closely with the Global Sales and Global Partner organization to drive business. Pure’s GSI portfolio covers Accenture, Kyndryl, DXC, Cap Gemini, Atos, TCS, Wipro, Infosys, Tech Mahindra, Cognizant, and HCLTech.

The primary responsibility will be to lead the team and set account strategy across the EMEA & LATAM Regions, develop a Joint GTM sales strategy in alignment with the GSI Global Account Directors and EMEA & LATAM Sub-Regions leaders, as well as to drive enablement in support of new business opportunities and revenue. This role is accountable across EMEA & LATAM for the health of the GSI sales relationships and growing Pure’s business together.

The successful candidate should have existing relationships with the executive & technology decision makers across the key GSIs in EMEA. This leader must have a deep understanding of IT industry trends, broad IT industry experience, commercial negotiation experience, sales management, and a high degree of business acumen with proven sales results.

In this role you will need to demonstrate the following:

• Leadership of Pure’s EMEA-based GSI team across the key GSIs for strategic sales, partnering and field execution. Success will be measured in terms of revenue, pipeline creation and global execution upstream (product/technology) and downstream (sales/partners/support).
• Establish yourself as the ‘go-to’ resource for all GSI and customer facing engagements and business development opportunities.
• Lead the joint demand generation activity with the GSIs and Pure that drives bookings for new and existing Pure end customers and creates white space opportunities.
• Relationship builder - Develop relationships at the GSI CXO executive, Pre-Sales, Delivery, Sales and Regional decision making level. Be well known and respected by this community and have a strong understanding of the GSI business fundamentals and industry drivers. Focus on creating a value proposition and supporting business cases that are directly linked to the GSI business model and issues.
• Build global cross functional relationships that drive a seamless technology and market execution plan.
• Build and lead a team around EMEA for sales and joint solutions, and operate as part of the EMEA & LATAM Sales leadership team.
• In conjunction with the Global team, establish strategic contract frameworks for Pure’s go-to-market with GSIs, specifically with a “ropes to the ground” plan for the countries.
• Develop strategies that allow Pure to capitalize on the emerging trends, strategic direction, which aligns with the GSIs GTM strategy for mutual customers.
• Develop key executive and field relationships between key Pure stakeholders and GSI counterparts across EMEA and in the European countries.

WHAT YOU’LL NEED TO BRING TO THIS ROLE...

• 15+ years of Sales & Alliance management and/or technology industry business development.
• Experience working with top hyperscaler or cloud companies including marketplace transactions, cloud migration and understanding of EDP / MACC contractual mechanism.
• Ability to balance strategy, sales and a roll-up your sleeves and "get it done" attitude.
• Maintain a deep understanding of Pure’s commercial frameworks and product offerings, integrations and solutions to articulate a Pure value proposition.
• Motivated team player with expertise working in a fast paced, cross-functional manner.
• Ability to establish field facing and product/BU senior level relationships.
• Proven track record on delivering results and getting things done.
• Strong business acumen, outstanding communication skills and capability to effectively build relationships with executive leaders in the targeted ecosystem.
• Ability to deliver a regular forecast and QBR cadence, working closely with Finance and Sales operations
• Effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product business units, marketing, legal, operations and other sales stakeholders.
• Availability to travel domestically and internationally approximately 30% of the time (when safe to do so).
• We are primarily an in-office environment and therefore, you will be expected to work from the Staines or London office in compliance with Pure’s policies, unless you are on PTO, or work travel, or other approved leave.

#LI-ONSITE

WHAT YOU CAN EXPECT FROM US:

• Pure Innovation: We celebrate those who think critically, like a challenge and aspire to be trailblazers.
• Pure Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been Named Fortune's Best Large Workplaces in the Bay Area, Fortune's Best Workplaces for Millennials and certified as a Great Place to Work!
• Pure Team: We build each other up and set aside ego for the greater good.

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 purebenefits.com for more information.

ACCOMMODATIONS AND ACCESSIBILITY:

Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at [e-mail] if you’re invited to an interview.

WHERE DIFFERENCES FUEL INNOVATION:

We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership. At Pure Storage, diversity, equity, inclusion and sustainability are part of our DNA because we believe our people will shape the next chapter of our success story.

Pure Storage is proud to be an equal opportunity employer. We strongly encourage applications from Indigenous Peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and people with intersectional identities. We also encourage you to apply even if you feel you don’t match all of the role criteria. If you think you can do the job and feel you’re a good match, please apply.

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