Strategic Accounts Leader

About the Role:

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 be the single point project manager for all aspects of the pursuit from kick-off through contract signing, using consistent Strategic Pursuit Practice (SPP) methodologies to accelerate and close larger, strategic opportunities for Pure.  This role will drive the momentum of the pursuit, 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.

Role Responsibilities:

 Create a focused plan for a pursuit, highlighting use of SPP 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, conceptualizes and executes win strategy, pricing strategy and sales / relationship strategy for the pursuit.  S/He briefs senior management team at appropriate junctures during the pursuit and facilitates 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.  Ensures 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 F  Scope deal structure and develops commercial pricing models  Consult on and/or completes modeling options, deal structuring and deal shaping  Lead or co-chairs contract negotiations where agreed as part of negotiation mandate  Manage due diligence activities and required solution, costing, 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)   [Potentially] provide Pursuit Leadership in Business Development and Pursuit Plan execution as dictated by the specific pursuits or country

Key Requirements:

 Bachelor’s Degree Level education, ideally MBA  5+ experience within Pursuit, complex deals and/or strategic solution selling (preferrable 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   Provide leadership and management across the pursuit and associated towers / functions.  Player / Manager with ability to manage and where necessary lead other leaders   Strength of character to develop and present strong decision making - either promoting strategic intent or “stop-loss” position.  Clear understanding of Business Value Selling and/or Solution Selling practice

Salary and compensation

No salary data published by company so we estimated salary based on similar jobs related to Executive and Executive jobs that are similar:

$70,000 — $100,000/year

Location

Mountain View, California, United States