SHOULD YOU ACCEPT THIS CHALLENGE...
The Pure Storage Partner Technical Manager (PTM) position is a highly critical and senior role in shaping the growth of Pure’s Partners. The PTM is a member of the System Engineering team and responsible for representing Pure Storage to the most important and strategic portion of our business. In this role, you will be leading and enabling select Channel Partners and the Pure Channel with our market and industry leadership, culture, //FlashArray and FlashBlade products and solutions through interaction with the Pure Channel, Systems Engineering and Sales Teams, Executives and Regional / Pure Channel Management.
This strategic role will drive our local Partners to a successful self-sufficient, autonomous state through go-to-market integration, technical and sales enablement, industry knowledge and meaningful collaboration. Additionally, you will be accountable for gathering the partner’s input and technical requirements for new features, needs and knowledge; In concert to this autonomy driven model, you will act as the technical advisor and advocate of record to your assigned Partners, guiding them in accounts and opportunities managed solely by them through the entire sales cycle. As an extended member of the Pure Channels and Sales team, the PTM will align with the Pure Storage Regional Sales/SE teams and Partner Account Managers (PAMs) to ensure Regional (cross district) alignment to your assigned Partner strategies, determine needs, create and drive business impacting programs, while developing, guiding and executing the partner sales/technical enablement strategies.
Responsibilities:
- 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 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.
- May assist with driving pipeline, sales qualification, and closing of 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.
- Be the trusted advisor and advocate to our Partners/channel estate and regional teams as an extension of the Systems Engineering team. Coaching and teaching how to Sell and Compete.
- Driving channel autonomy & independence through Pure Storage partner enablement programs with the regional sales teams.
- Identify, refine and research technical requirements of each sales opportunity by working closely with Pure Sales Teams, Partners & Customers in the design and implementation
- 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.
- Mentor and assist partners/customers with evaluations and benchmarks, system configurations.
- Demonstrate technical leadership and subject matter expertise on storage products, distributed storage architectures, file systems, applications, solutions and competitive storage offerings in the DAS, NAS and SAN product spaces. Be a Pure Storage technical expert and in areas of Storage, Artificial Intelligence, Big Data, SDN, SaaS solutions, Networking, Dev-ops, Machine Learning, Competition and Channels Business Dynamics.
- Build meaningful relationships with assigned Partners and Pure Storage Sales Teams within their resident geography and assigned partner base.
- Focus on enablement & relationship building throughout our Partner’s business.
- Management and creation of technical enablement plan for assigned Partners; work closely with the Partner Program to determine needed tool sets to drive partner enablement and autonomy; owns, monitors, reports on, and drives technical enablement activities for assigned partner base.
- Coordinate partner training activities with wide range of Pure Storage field & corporate resources.
- Provide ad-hoc support for evaluations and post sales issues with partner engineers, and quickly transition them to appropriate pure storage internal resources.
- Present at regional and in-geo channel driven marketing activities.
- Collaborates with Pure Channel SEs, PTMs and in-geo SEs & CAMs, PureIQ
Qualifications:
- 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.
- Thorough understanding of the architecture, design and implementations of multi-tiered client/server computing solutions.
- Preparation and delivery of technical product and architecture presentations.
- Contribute significant portions and/or lead responses to RFPs, RFQs and RFIs.
- Superior knowledge of current and emerging storage architectures (FC, iSCSI, NAS, OSD, SAN).
- Familiarity with modern web architecture a plus (LAMP stack, scale-out vs scale-up architectures, NoSQL alternatives).
- Familiarity with Artificial intelligence, ML, Big Data, IOT and the associated applications/architectures.
- VMWARE, WINDOWS, LINUX, UNIX OS, NFS, SMB file systems, and UNIX distributed network environments.
- Existing relationships with key partners Knowledge of Hypervisor Technologies (VMWare, Citrix, MSoft), Local Area Networking, Ethernet, TCP/IP and general networking.
- Channel Account Management experience with a proven track record of success 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.
- BS in CS, EE or other technical degree and/or equivalent experience.
- Must be willing and able to work in an open office, team environment.
As this is an office-centric role, you are expected to be present in the office for 4 days a week. As outlined in Pure's Hybrid Work Policy, there will be variations over periods of time, depending on business need.
