What are the responsibilities and job description for the Value Management Technical Director position at Pure Storage?
Technical Value Management Team – Driving Customer Value at Pure Storage
Purpose: The Technical Value Management (TVM) Team is dedicated to collaborating with Account SEs and customers to articulate and quantify the value of Pure Storage solutions compared to their current environments.
Key Responsibilities:
- Partnership with Account SEs:
- Work in tandem with Account SEs to align technical insights with customer objectives.
- Enhance the technical narrative by identifying key differentiators and value drivers.
- Value Proposition Development:
- Analyze the customer’s existing infrastructure and operational practices.
- Demonstrate the technical and financial advantages of adopting Pure Storage solutions.
- Solution Alignment:
- Build tailored value propositions highlighting measurable outcomes, such as performance improvements, cost savings, and operational efficiencies.
- Provide tools, frameworks, and data to support customer decision-making processes.
- Enablement and Advocacy:
- Equip Account SEs with strategies and assets to effectively communicate the value of Pure solutions.
- Act as a trusted advisor to customers by providing technical validation and insights.
- Customer-Centric Approach:
- Engage with customers to deeply understand their goals, pain points, and growth opportunities.
- Map Pure’s solutions to customer needs to ensure long-term satisfaction and success.
Impact:
The TVM Team 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.
SHOULD YOU ACCEPT THIS CHALLENGE...
Pure is looking for a strong Technical Valuet 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
- 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 in ways that resonate with business stakeholders.
- Build customized analyses and technical frameworks to demonstrate outcomes such as performance improvements, cost reductions, and operational efficiencies.
- Provide actionable insights and data-driven tools to support customer decision-making.
- Equip Account SEs with tailored strategies, content, and assets to effectively communicate the value of Pure solutions.
- Act as a trusted advisor to customers, providing technical validation, best practices, and actionable recommendations and future state architectures.
- Engage with customers to understand their unique goals, challenges, and growth opportunities.
- Map Pure Storage solutions to customer needs, ensuring long-term satisfaction and success.
WHAT YOU’LL NEED TO BRING TO THIS ROLE...
- 10 years of experience in value based technical sales
- Strong technical expertise in storage (block/file/object), cloud, database technologies, AI and Virtualization technologies.
- 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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Salary : $200,000 - $320,000
