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.
Role Overview:
We are seeking a dynamic, results-driven, and strategic leader to take on the role of Managed Service Providers (MSP) for Australia-New Zealand. You will be responsible for building and scaling the MSP business across ANZ, driving revenue growth, and establishing long-term relationships with key MSPs and service providers. You will be the primary point of contact for assigned MSP partners, ensuring ongoing engagement; working closely with internal teams (Sales, Marketing, and Product) and external partners to develop these strategic partnerships so as to accelerate the adoption of Pure by solving the Data Management and Storage challenges of our customers in their Cloud journey.
You will be responsible for providing thought leadership and advising on regional strategy designed to accelerate the growth of Pure’s Managed Services business across all routes-to-market. This includes:
1) Strategic Leadership
- Own, lead and execute the development of the Managed Services Market strategy and plan, ensuring alignment with global business goals
- Provide thought leadership, insight, and expertise to the Field and Global Partner Organizations.
- Guide MSP on-boarding process and oversee the entire MSP lifecycle, from partner recruitment to onboarding and enablement, ensuring a successful and profitable partnership.
2) Partner Ecosystem Development
- Enable and work with the wider Field Sales (end user and partner) organization to open Managed Service opportunities with new and existing partners, customers, and prospects.
- Drive the recruitment, qualification and expansion of a high-performing partner network of MSPs, including cloud service providers, system integrators, and hosting partners in creating and executing joint sales strategies that drive revenue growth.
- Lead and coordinate efforts to develop Joint Managed Service Offerings ‘Powered by Pure’.
- Enable Field and Partner Sales teams on market trends and Pure’s value proposition to MSPs.
- Support Field Sales and Global Partner Organization in relevant sales pursuits for new and existing partners and customers.
- Develop marketing and demand generation campaigns to and through MSPs.
3) Revenue Growth & Market Expansion
- Work closely with sales leadership to achieve regional revenue targets, contributing to the overall success of the ANZ business.
- Identifying market trends and opportunities that exist within the region/territory.
- Monitor, track, and report on the MSP channel performance, identifying opportunities for expansion and optimization.
- Supporting business and market development activity across the assigned region/territory.
- Drive the positioning of and consumption of Pure’s Subscription offerings.
- Influence and advice on account strategies for agreed multi-country MSPs in the region.
4) Collaboration & Go-To-Market Strategy
- Creating compelling ‘Why Pure’ messaging and campaigns.
- Development of Go-to-Market policy and programs. Ensure that MSP partners are equipped with the right resources, training, and tools to successfully sell and support Pure Storage solutions.
- Participate in Sales calls to present the value proposition of the Pure MSP Program.
- Champion the adoption of Pure Storage solutions as a critical element in MSPs’ cloud and hybrid-cloud offerings.
- Collaborate cross-functionally with Field Sales, Pre-sales, Marketing, and the wider Partner Organization within their assigned region/territory to successfully develop the Managed Services Market.
5) Market Insights & Competitive Intelligence
- Reporting and analysis of the business.
- Identifying market trends and opportunities that exist within the region/territory.
- Ensure that Pure Storage's product offerings meet the needs of MSP partners and the broader market.
- Provide thought leadership, insight, and expertise to the Field and Global Partner Organizations.
6) Leadership & Team Management
- This role reports to the leadership within Pure Storage and is part of the Global Partner Organization. The successful candidate will leverage the global program and best practices to support Managed Services development within the region.
- Guide and support the development and success of the broader team working across different regions.
- Foster a culture of accountability, ensuring alignment with business goals and KPIs.
WHAT YOU’LL NEED TO BRING TO THIS ROLE
- 8+ Years experience of selling to or working in a Managed Services environment, driving managed service provider or channel partner strategy at a regional level, ideally within the technology or enterprise software industry.
- Expert knowledge of the Managed Services Market, who the players are in the region and the major business trends, with a track record of building and scaling MSP partnerships and achieving significant revenue growth.
- Understand how to build and position Managed Service Offerings including potentially complex commercial models.
- Relationship driven with effective internal and external selling skills working with MSPs across assigned regions / territory.
- Strong business development, planning, leadership, and influencing skills.
- Strong verbal and written communications skills including presentation skills.
- Mastery of target account selling, solution selling, and/or consultative sales techniques.
- Natural ability to work collaboratively with employees across all functions including Marketing, Sales Operations, System Engineering, and Product Development.
- Comprehension of how technology products and solutions solve business problems.
- Knowledge and understanding of the competitive cloud, hybrid cloud, data storage, and enterprise IT solutions landscape.
Location: Sydney, Melbourne or Brisbane
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 [email protected] 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.