JOB ROLE AND RESPONSIBILITIES:
The Business Solution Strategist (BSS) role is a part of the Strategic Pursuit Practice (SPP) team at Pure. The SPP is a large account strategy and pursuit team with a singular mission to drive long-term, transformational business success for our customers and Pure. We leverage value selling methodologies and processes to increase ambition and bigger deal mindset, to drive deeper and wider into the company’s top 25 strategic accounts helping accelerate deal closure.
Reporting to the EMEA Director SPP, the Business Solution Strategist (BSS) role is pivotal in combining business strategies with complex commercial and technical constructs to generate long-term value for our customers as well as Pure. The BSS’s core responsibility is to collaborate with account teams and extended teams helping synthesize technology, business and market trends into forward looking insights delivered to director, VP or C-level executives of our most strategic global customers. The BSS will help articulate Pure's transformational relevance and value, helping exert thought leadership and unlock long term opportunities that translate into net new pipeline. The role combines design thinking, strategy consulting and enterprise architecture packaged up and delivered through tangible business value selling assets.
KEY DUTIES:
Facilitate cross-functional sales and account teams on high-profile engagements, executive presentations, workshops.
Support Strategic Pursuit Leads, Sales Leadership and Global Account Managers and Partners/Alliances teams by providing deep customer insight & perspective whilst coaching with constructive feedback to help develop capabilities and understanding of the business value of Pure portfolio
Facilitate and help develop the ‘Art of the Possible’ in Account Planning Sessions.
Build and deliver ‘Pure Points of View’ (compelling C-level story and value statements demonstrating potential relevance and value of Pure to the customer).
Increase the value for delivery of complex solutions by ensuring key VP and CXO stakeholders are fully engaged and aware of the value of Pure.
Support pipeline creation for Strategic Pursuits (>$xxM+), ensuring current and future targets are exceeded.
Help develop and contribute to Strategic Pursuit Practice’s enablement of sellers with tools, methodologies and best practices towards developing a strategic, big deal mindset.
Align to the SPP engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and help close strategic pursuits.
Represent Pure in industry forums and present to senior customer facing roles as needed.
MEASUREMENTS OF SUCCESS:
% YoY Growth & Creation of Large Deals >$3-5M in Target account territory
% YoY increase in Larger Deal Bookings Closure >$3-5M in Target account territory
Increased Pure relevancy resulting in increased meetings with client exec’s and Business Decision makers
Preservation of Deal Margin (thru value selling, TCOs and value model builds)
SKILLS AND EXPERIENCE REQUIRED:
Senior executive background with a strong industry network.
Min 15+ years of experience in the IT industry.
Demonstrated extensive experience with value selling, driving and delivering major transformational solutions including IT Operations, Outsourcing, Offshoring and Commercial models.
Experience building and delivering ‘C’ Level messaging and points of view.
Strong owner and completer finisher particularly working on PoV’s, SAP’s etc
Fluent German and English language skills
Consultative experience into Enterprise and Global accounts and comfort with working in a complex matrixed environment.
Experience developing and growing ‘C’ Level relationships.
Practical understanding of the financial and technical challenges faced with running modern day IT operations at large corporations.
Ability to communicate and simplify complex topics
Excellent Technical and Business writing as well as presentation skills
Understanding of Business Operations (financial accounting, ROI, TCO, budget planning, organizational design)
Excellent presentation and persuasion skills including public speaking, meeting facilitation and ideation by white boarding. Project Management skills an asset
Enthusiastic self-starter with an outgoing personality with ability to influence and establish credibility and buy-in from sellers and extended account teams
Comfortable working both independently and with a larger extended team
Strong customer facing and relationship building skills.
Bachelors degree or equivalent experience, Masters degree highly preferred
