Manager, Subscription Specialist - EMEA

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 eight 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 4,000+ 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. SHOULD YOU ACCEPT THIS CHALLENGE... We are seeking an experienced Subscriptions Specialist and brand evangelist who’s focused on driving adoption and growing the business for Evergreen//One in the EMEA region. In this role, you are responsible for supporting net new pursuits (60%), supporting customer success organization for existing install base (20%), and field enablement (20%) . You will be part of a team providing product expertise, finance overlay from deal shaping standpoint, trusted advisor to the customer as the liaison to the customer success organization, and the primary point of contact in the region representing the Evergreen//One finance unit. The role requires very well rounded technical, commercial (financial modeling), and business acumen along with the ability to build strong relationships both internally and with the customer base. You will assist in overseeing customer acquisition, onboarding, service delivery, and adoption across the region while focusing on supporting the sales teams to expand the customer base. You may be involved as a point of contact for any escalations from existing customers and a critical member of the team driving initiatives that overall improves the Evergreen//One experience for the customers and Pure employees. The role reports into the Finance unit and not the sales organization. You are simply the hands, eyes, and ears for the Finance unit in the region.  Pure’s storage-as-a-service business also known as Evergreen//One was launched in 2018 and since then it has become a fast-growing and very strategic business for the company. Evergreen//One is the only true OpEx storage service that the customers can deploy on-premise, at a colo managed by one of our Service Provider partners, or in the public cloud. Evergreen//One not only delivers the industry-leading block, file, and object storage technology with consumption-based pricing, it also enables our partner ecosystem to build innovative cloud storage solutions without having to invest capital to stand it up. As a part of the Evergreen//One business unit, you will be responsible for :  Driving adoption of Evergreen//One among companies delivering or consuming storage-as-a-service. These companies spread across multiple verticals like financial services, service providers, IT outsourcing companies, health care, public sector, retail, manufacturing, health insurance,  and many others.   The growth of Evergreen//One customer base while facilitating product and platform collaboration between field sales, partners, and the business unit. Financial modeling and consulting to help make the total cost business case supporting new pursuits or expanding within the existing customer install base.  Partnering with Services organization to oversee onboarding, service deployment, service delivery, ongoing customer success, and help manage any escalations as a business unit overlay.  Understanding and communicating market opportunities, trends, needs, and field feedback to cross-functional teams to drive towards better customer experience. Developing mutually-beneficial and trusting relationships within the company and within regional partners to help make Evergreen//One an easy offering to sell/operationalize through the channel Being the product expert and evangelist who’s prepared to pitch to C level executives driving home the value and differentiation.  Collaboration with Sales, Services, Product, Finance, Legal, Deal Desk, and Enablement Successful candidates will have a strong working knowledge of cloud and SaaS products, data center technologies, a thorough understanding of cloud/SaaS commercial models, contracts, customer success experience, and business development. Experience with procuring and/or selling as-a-service models and related pricing structures is highly desirable. Financial model and understanding of P&L, Cash views, balance sheets fundamentals, etc is highly desirable. This is a highly visible role that requires partnering with a variety of leaders and teams across Pure, partners organizations, customer organizations, and possibly third-party vendors in the region. It definitely requires working with the teams in California that may require late evening work hours as well. 20% of travel is expected mostly in the region but quarterly to HQ in California.  BASIC QUALIFICATIONS - Bachelor's degree - Minimum 7+ years of experience in IT Infrastructure, IaaS, SaaS and Software industry - Strong command on IaaS/SaaS customer success and service delivery with a proven track record of delivering results for customers. Always keeping customers first.  - Experience partnering with sales, business development, customer success, and professional services organizations - Strong business development acumen supporting sales teams through strategic sales campaigns - Ability to think strategically and execute methodically in a startup-like environment - Ability to own the execution of standard operating procedures and best practices governed by the business unit in order to provide consistent customer experience - Participate in enablement initiatives to help scale operational knowledge and differentiation - Track customer 360 metrics and provide regular updates to management. PREFERRED QUALIFICATIONS - Experience with services SOW, SaaS/IaaS service contracts and SaaS/IaaS product offerings - Experience in IT storage technologies and related services - Experience with public cloud IaaS and PaaS highly desired - Good documentation and reporting skills highly effective - MBA desired BE YOU—CORPORATE CLONES NEED NOT APPLY. Pure is where you ask big questions, think differently, and make an impact. This is not just a job, but a place where you have a voice and can accelerate your career. We value unique thoughts and celebrate individuality, and with ample opportunity to learn, develop yourself, and expand into different roles, joining Pure is an investment in your career journey. Through our Pure Equality program, which supports a flourishing field of employee resource groups, we nourish the personal and professional lives of our team members. And our Pure Good Foundation gives back to local and global communities through volunteering and grants. 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. PURE IS COMMITTED TO EQUALITY. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply. Pure is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.  If you need assistance or an accommodation due to a disability, you may contact us at TA-Ops@purestorage.com . APPLICANT & CANDIDATE PERSONAL INFORMATION PRIVACY NOTICE. If you're wondering how or why Pure collects or uses information you provide, we invite you to check out our Applicant & Candidate Personal Information Protection Notice . DEEMED EXPORT LICENSE NOTICE. Some positions may require a deemed export license for compliance with applicable laws and regulations. Please note: Pure does not currently sponsor deemed export license applications so we are unable to proceed with applicants requiring stated sponsorship. PURE’S COMPLIANCE WITH THE U.S. GOVERNMENT COVID-19 MANDATE In accordance with Pure’s policies, current and anticipated federal regulations, and our ongoing commitment to prioritizing the health and well-being of our employees, partners, and customers, and the community at large, where permitted by law, all Pure employees and contractors working in the United States are expected to be fully vaccinated against COVID-19 prior to your start date. Should you require an exemption for medical or religious reasons, you must initiate Pure’s exemption request process which will determine if an exemption can be granted in accordance with applicable local, state, and/or federal law.