Value Management Technical Director
Company: purestorage
Department: Sales
We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry.
This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us.
Purpose: Technical Value Management Directors work with our largest customers globally at CxO level to establish the quantifiable business outcomes and benefits which are delivered by the recommended Pure Storage Solutions. Working collaboratively alongside our Account leaders, SEs and the customer SME’s, the TVM Director will ensure that the Value Proposition or Proposal delivered can clearly articulate business value, resolve current-state pain points and deliver to a robust business case
- Quantifying Technical Business Value in a Value Proposition or Proposal:
- Leading multi-disciplined technical team in engagement with the customer to complete a rapid iterative assessment to quantify current state pain points & requirements and how those will be resolved with a future state solution - in terms of business value
- Gaining at CTO level an agreement that the proposed future solution delivers the stated benefits in application, data and infrastructure performance that you have defined with clear metrics - which are supported by the SME's from Pure and the customer
- Working with the CX/PS organization and the customer operations team to clearly articulate how the solution will be delivered and when the benefits will be delivered
- Working with the Global Value Management business case team to realize benefits into the financial business case
- Leading Customer Value Assessments:
- You are able to solicit trust with account teams and sales leadership to have you lead engagements with their customers
- You are able to negotiate an agreement with the customer senior sponsor (e.g. CTO) a clear technical scope to complete an assessment which is large enough to be business impacting but realistic in terms of ability to deliver a transformation program
- You are able to lead a team that excels in documenting clearly and concisely current state pain points, metrics and key system requirements
- You are able to solicit a "thats right" answer at CTO level leadership, supported by technical SMEs (customer and Pure) when presenting current state pain points, metrics and priorities
- You are able to document clearly and concisely future state solution application & data benefits and quantify them into business benefits with robust metrics
- Will be seen as a trusted advisor by the customers by providing technical validation and insights and clearly articulating value from the customer perspective
- Repeatable Asset Development
Contribute towards developing assets which illustrate:
- Current state architecture including cloud, applications, data flows and infrastructure which clearly articulates the pain points, business requirements and current metrics
- Future state architecture which clearly articulates the resolution to the pain points, business requirements and what metrics will result. Articulate the transformation journey and how risk will be mitigated in migration from the customers operational perspective
- Implementation plan delivered in conjunction with the CX organisation which clearly articulates at what point business benefits will be realised and the metrics that will support them
- CxO level presentation assets to support the business case approval process
- Partnership with Account SEs, CX and solution specialists:
- Work in tandem with Account SEs to align technical value with customer objectives
- Work in tandem with CX/PS SMEs to align technical value levers into a realistic implementation plan that will be accepted by operations and quantifies customer outcome delivery
- Enhance the technical narrative by identifying key differentiators and value drivers.
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Impact:
The TVM Director amplifies the value conversation, ensuring customers recognize the transformative benefits of partnering with Pure Storage. By bridging the gap between technical capability and business impact, the team supports strategic growth and customer success.
Measures of success:
- Ability to gain customer trust and gain agreement to assessments
- Successful execution of assessments with the customer requesting proposals
- Proposals that quantify business impact
- Exceptionally high win rates / sole source deals
- Feedback from account teams that they could not have achieved the result without Value Management engagement
SHOULD YOU ACCEPT THIS CHALLENGE...
Pure is looking for a strong Technical Valuement Management Director that will serve as a vital resource for aligning Pure Storage’s technical capabilities with our customers’ business objectives. By collaborating closely with Account SEs, you will elevate technical conversations, demonstrating the tangible and strategic advantages of Pure’s solutions. The successful candidate will be responsible for analyzing customer environments, identifying areas for improvement, and building compelling value propositions that highlight measurable benefits. The ideal candidate will be able to empower SEs with the tools and narratives needed to advocate for Pure’s technology while fostering long-term success and satisfaction for our customers.
What you’ll be doing
- You leading a multi-disciplined technical team in engagement with the client to complete a rapid iterative assessment to quantify current state pain points, requirements and how those will be resolved with a future state solution - in terms of business value. This will lead to proposals and potentially RFP.
Delivering:
- Current state architecture which clearly articulates the pain points, business requirements and current metrics - signed off by the customer through discovery and validation workshops
- Future state architecture which clearly articulates the resolution to the pain points, business requirements and what metrics will result - signed off by the customer through validation workshop
- Implementation plan delivered in conjunction with the CX organisation which clearly articulates at what point business benefits will be realised and the metrics that will support them
Activity:
- Collaborate with Account SEs to align technical insights with customer objectives and priorities.
- Elevate technical narratives by identifying key differentiators and value drivers tailored to customer use cases.
- Evaluate customers’ existing infrastructure and operational practices to identify the current state architecture and identify areas for improvement.
- Articulate the technical and financial benefits of Pure Storage solutions that delivers quantifiable metrics to business stakeholders.
- Demonstrate outcomes such as performance improvements, cost reductions, and operational efficiencies.
- Provide actionable insights and data-driven metrics to support customer decision-making.
WHAT YOU’LL NEED TO BRING TO THIS ROLE...
- 10+ years of experience in value based technical sales
- Proven track record of working at CxO - typically CTO level
- Proven expertise in:
- Consulting led client engagements on large multi-million opportunities with Fortune 500 companies
- Application environments, database management, networking infrastructure, cloud and how application requirements are defined and implemented into infrastructure (cloud and on-premise) with current technology such as containers. Proven experience in defining operating and business metrics
- Storage (block/file/object), cloud, database technologies, AI and Virtualization technologies knowledge
- Proven ability to analyze complex technical environments and translate findings into business value propositions.
- Exceptional communication and storytelling skills, with the ability to influence both technical and business stakeholders.
- Experience working collaboratively with cross-functional teams, especially sales engineers and account teams.
- Customer-focused mindset with a passion for delivering value and building long-term relationships.
- Familiarity with tools and frameworks for ROI analysis and technical value quantification is a plus
The annual base salary range is: $200,000-320,000
Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.
This role may be eligible for incentive pay and/or equity.
And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events - check out purebenefits.com for more information.
There is no application deadline and we accept applications on an ongoing basis until the job is filled.
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WHAT YOU CAN EXPECT FROM US:
- Pure Innovation: We celebrate those who think critically, like a challenge and aspire to be trailblazers.
- Pure Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been Named Fortune's Best Large Workplaces in the Bay Area™, Fortune's Best Workplaces for Millennials™ and certified as a Great Place to Work®!
- Pure Team: We build each other up and set aside ego for the greater good.
And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources and company-sponsored team events. Check out purebenefits.com for more information.
ACCOMMODATIONS AND ACCESSIBILITY:
Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at TA-Ops@purestorage.com if you’re invited to an interview.
WHERE DIFFERENCES FUEL INNOVATION:
We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership. At Pure Storage, diversity, equity, inclusion and sustainability are part of our DNA because we believe our people will shape the next chapter of our success story.
Pure Storage is proud to be an equal opportunity employer. We strongly encourage applications from Indigenous Peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and people with intersectional identities. We also encourage you to apply even if you feel you don’t match all of the role criteria. If you think you can do the job and feel you’re a good match, please apply.