Sr. Manager, Professional Services

Company Overview

BE PART OF BUILDING THE FUTURE.

What do NASA and emerging space companies have in common with COVID vaccine R&D teams or with Roblox and the Metaverse? 

The answer is data, -- all fast moving, fast growing industries rely on data for a competitive edge in their industries. And the most advanced companies are realizing the full data advantage by partnering with Pure Storage. Pure’s vision is to redefine the storage experience and empower innovators by simplifying how people consume and interact with data. With 11,000+ customers including 58% of the Fortune 500, we’ve only scratched the surface of our ambitions. 

Pure is blazing trails and setting records:

• For ten straight years, Gartner has named Pure a leader in the Magic Quadrant 
• Our customer-first culture and unwavering commitment to innovation have earned us a certified Net Promoter Score in the top 1% of B2B companies globally
• Industry analysts and press applaud Pure’s leadership across these dimensions
• And, our 5,000+ employees are emboldened to make Pure a faster, stronger, smarter company as we go

If you, like us, say “bring it on” to exciting challenges that change the world, we have endless opportunities where you can make your mark.

Position Overview

Pure Storage is seeking self-motivated individuals with a proven track record in building data management solutions that solve customer business challenges. You will partner with Customers, Sales, SE, Support and Product teams, to develop highly scalable, resilient data management solutions that deliver the outcomes defined by our customers. You love thinking strategically about business problems, products, and technical challenges and thrive on connecting technology with measurable business value for customers.  Most importantly, working as a team with your peers to close massive deals energizes you!

Responsibilities

• Lead, grow, and inspire the Pure Storage Professional Services team within the Japan REGION while collaborating with many stakeholders in a complex organization and driving cross-functional change through influence.
• Direct and manage the region Professional Services (PS) staff and extended team, ensuring high quality customer outcomes, consistency of execution and efficient productivity on all customer engagements.  Team includes all services sales and delivery lines of business for PS.  Continuously improve individual and team capabilities, performance and diversity, resulting in a high-performing team. Build teams that build on a customer centric culture that deliver outstanding outcomes. 
• Develop a Services Sales strategy across the region, promoting the PS portfolio, growing attach rates and sales volume across all lines of business.  Create strategic value propositions for internal stakeholders, partners and customers based on Pure solutions and the outcomes we deliver.
• Develop and cultivate collaborative relationships with Sales and SE leaders to enable sales and drive Pure Storage success. These essential relationships are keys to the success of Professional Services and how we position our capabilities and value.
• Manage financials and key metrics for Professional Services, and overachieve on goals for bookings, revenue, cost containment, margin, and attach rates; full P&L responsibility.  This includes continuously monitoring these metrics to drive decisions to optimize resources and investments across the business, while driving accountability across the team.  This also includes having the ability to constructively work with sales leaders in a fast-paced, demanding environment, to drive an optimal financial outcome for Pure, PS and ultimately our customers, at deal speed.
• Provide continuous feedback to Consultants, Project and Program Managers, Service Account Managers, Service Sales, PS Leaders, and all other roles through regular coaching, employee development, and annual performance reviews.  Evaluate and implement optimal organizational strategies, including making difficult decisions when necessary.
• Comprehensive Employee Development Planning to support growth of employees to achieve goals, objectives, enable career development, and ensure a comprehensive Modern Data Experience for Pure customers.  Create a highly inclusive and collaborative team culture that allows everyone to have a voice in the change process.
• Lead, support, and implement PS, Customer Experience, and Pure Storage corporate initiatives.  This includes highly cross-functional collaboration with Sales, Engineering, Product Management, Services Engineering, Operations, Finance, Legal and HR. 
• Promote and engage in the development of “pre-packaged” solutions offerings to provide value added services as well as identifying and championing new offers, offer constructs, consumption models and complex, multi-element solutions.
• Provide high quality and timely services to create customer success and satisfaction with Pure.  Must be highly responsive internally and with customers and partners, particularly at times of crisis or during challenging project situations.
• Lead, direct, and manage Professional Services partners and subcontractors to support engagement, ensuring successful partnering relationships for all parties involved.  Jointly develop business strategies with partners and subcontractors that provide win-win scenarios and drive timely and efficient outcomes for our shared customers. 
• Ensure our teams follow best practices, processes and identify opportunities to improve our methodologies and tools. 
• Build on existing subcontractor / partner relationships that add value to the services capability.

Qualifications

• Strong leadership and experience in all aspects of Professional Services with a demonstrated track record of success in building a high quality organization.
• Strong interpersonal and communication (soft skills).
• Strategic knowledge of the services sales process and creative business acumen.
• Strong experience with Pure’s Services Portfolio or other data management services.
• High degree of competency developing, leading, guiding and inspiring services-focused teams to overachieve goals.
• Experience leading services sales activities, including proposal generation, SOW creatio
• Experience in coordination and submission of winning proposals (RFQs, RFIs, RFPs), effective contract negotiations, appropriate / applicable interpretation of contract terms and conditions, issue identification and risk mitigation. 
• Demonstrated experience in developing strategies that enable teams to sell and close large, solution-oriented opportunities.
• Experience in some or all of the technology pillars that enable customers to leverage Pure’s Modern Data Experience - Data Management/Protection/Migration, Analytics/AI/ML, Business Applications, and MultiCloud.
• Well versed on strengths and weaknesses of key competitors in the data storage industry and how to leverage this knowledge.
• Working knowledge of customer expectations across Enterprise and Global accounts.
• Executive presence and communication skills.
• Up to 50% travel is possible.