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Partner Technical Manager

3 months ago

Old Toronto Ontario, CA Pure Storage Full time

BE PART OF BUILDING THE FUTURE.

The Pure Storage Senior 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 / National Pure Channel Management.

This strategic role will drive our 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 Senior 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.

Ultimately the Senior PTM is responsible for Partner technical enablement and sales success across a specific region.

SHOULD YOU ACCEPT THE CHALLENGE

  • 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.
  • Actively participate in Channel Marketing activities, Roadshows and webinars.
  • Act as a mentor to new Partner Technical Managers.
  • Conduct regular sales training presentations with partner technical and sales teams to ensure understanding and articulation of Pure’s Value Proposition and Industry Leadership.
  • 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.
  • 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 take ownership of technical responsibilities within customer accounts with emphasis on the channel partner(s) in the region.
  • Mentor and assist partners/customers with evaluations and benchmarks, system configurations.
  • Demonstrate technical 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.
  • Build meaningful relationships with assigned Partners and Pure Storage Sales Teams within their resident geography and assigned partner base.
  • Management and creation of technical enablement plan for assigned Partners; work closely with the Partner Program to understand needed tool sets to drive partner enablement and autonomy.
  • Coordinate partner training activities with a 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 national, regional and in-geo channel driven marketing activities.
  • Collaborate with Pure Channel SEs, PTMs and in-geo SEs & CAMs, PureIQ trainers.

WHAT YOU'LL BRING TO THIS POSITION

  • 8-10 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.
  • Channel Account Management experience with a proven track record of success in the region.
  • Proven cross functional experience and excellent communications skills to drive consensus across groups both internally and within the Channel/Partner organizations.
  • Exceptional 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.
  • Ability to present in front of large audiences a must.
  • Excellent knowledge of current and emerging storage architectures (FC, iSCSI, NAS, OSD, SAN).
  • Familiarity with Artificial intelligence, ML, Big Data, IOT and the associated applications/architectures.
  • Existing relationships with key partners Knowledge of Hypervisor Technologies (VMWare, Citrix, MSoft), Local Area Networking, Ethernet, TCP/IP and general networking.
  • Passion, Commitment, and drive for success working in a Motivated Team environment.

PURE IS COMMITTED TO EQUALITY.

Pure is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.

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