GSI, Global Account Manager - HCLTech and Infosys(Delhi)

SHOULD YOU ACCEPT THIS CHALLENGE…

Pure is looking to hire a Global Account Director for HCLTech and Infosys. The role is a senior level Sales and Leadership role. The GSI business is a key growth engine for Pure working closely with the Global Sales organization to drive business.

The primary responsibility will be to set account strategy, develop a joint GTM strategy and drive enablement in support of new business opportunities and revenue. This role is accountable globally for the health of the HCL and Infosys relationships and growing Pure's business together.

The successful candidate must have existing relationships with the executive & technology decision makers across HCL and Infosys. This leader must have a deep understanding of IT industry trends, broad IT industry experience, commercial negotiation experience, and a high degree of business acumen with proven sales results.

In this role you will need to demonstrate the following:

• Leadership of Pure's worldwide relationship with HCL and Infosys for strategic sales, partnering and field execution. Success will be measured in terms of revenue, pipeline creation and global execution upstream (product/technology) and downstream (sales/partners/support).
• Establish yourself as the 'go-to' resource for all partner and customer facing engagements and business development opportunities.
• Lead the joint demand generation activity with HCL and Infosys and Pure that drives bookings for new and existing Pure customers and creates white space opportunities.
• Relationship builder - Develop relationships at the CXO executive, Pre-Sales, Delivery, Sales and Account Executive decision making level. Be well known and respected by this community and have a strong understanding of the client's business fundamentals and industry drivers. Focus on creating a value proposition and supporting business cases that are directly linked to an end client's business model and issues.
• Build global cross functional relationships that drive a seamless technology and market execution plan.
• Build and lead a team around the globe for sales and joint solutions
• Establish a strategic global contract framework for Pure's go-to-market with HCL and Infosys, including a "ropes to the ground" plan for each Region.
• Develop strategies that allow Pure to capitalize on the emerging trends, strategic direction, which aligns with HCL's and Infosys's GTM strategy for mutual customers.
• Develop key executive and field relationships between key Pure stakeholders and HCL and Infosys counterparts.

WHAT YOU'LL NEED TO BRING TO THIS ROLE...

• 15+ years of Sales & Alliance management and/or technology industry business development.
• Proven record of successful transactions and network with HCL and Infosys.
• Direct or indirect experience working with top hyperscaler or cloud companies including marketplace transactions, cloud migration and understanding of EDP / MACC contractual mechanism.
• Ability to balance strategy, sales and a roll-up your sleeves and "get it done" attitude.
• Maintain a deep understanding of Pure's commercial frameworks and product offerings, integrations and solutions to articulate a Pure value proposition.
• Motivated team player with expertise working in a fast paced, cross-functional manner.
• Ability to establish field facing and product/BU senior level relationships.
• Proven track record on delivering results and getting things done.
• Strong business acumen, outstanding communication skills and capability to effectively build relationships with executive leaders in the targeted ecosystem.
• Ability to deliver a regular forecast and QBR cadence, working closely with Finance and Sales operations
• Effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product business units, marketing, legal, operations and other sales stakeholders.
• Availability to travel domestically and internationally approximately 30% of the time (when safe to do so).
• Bachelor's degree required, MBA a plus.