Sr. Director, Channel Operations

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...

Reporting to the VP of Global Sales Operations, the Sr. Director of Channel Operations will be responsible for working hand-in-hand with Channel Sales Leadership, Sales, Finance, and Marketing, with the simple charter of building out the most evolved, energized, and passionate partner ecosystem ever created in IT infrastructure/data storage. Our approach is markedly different, and our aspirations are unprecedented. We strive to create something new, different, and smarter than the legacy channel go-to-market approaches. Counter-intuitive thinking, perseverance, and a strong foundation in data-driven decision making is a must for this role. There is a preference for the position to be located in Santa Clara, CA (Headquarters); other feasible office locations include Chicago, IL or New York City, NY.

Role Impact: 

• Provide business partner support to the Vice President of Sales Operations while partnering closely with key cross functional stakeholders.
• Develop and execute on strategic priorities and channel sales goals. 
• Drive partner program effectiveness in collaboration with our channel team.  Provide forecasting and deliver actionable partner performance metrics.
• Oversee Partner Programs and drive automation throughout the process to deliver optimal efficiencies and real-time program assessments. 
• Develop and evolve operational processes and metrics to support Pure’s 100% channel-centric model.
• Effectively support and scale the day-to-day activities of the global channel sales teams with respect to all partner-related transactional requirements.
• Engage with field channel sales teams to train and drive the adoption of operational processes, key metrics, partner programs and incentives.
• Drive annual sales planning processes with a focus on target setting and the creation of channel sales coverage models.  Assist in compensation plan design and measurements.
• Develop a framework to automate processes and create a more programmatic approach to program and channel activities.  Identify issues and solutions to drive performance and productivity across the sales teams and key partners  
• Evaluate emerging trends and technologies in the IT infrastructure domain, and provide recommendations for adapting strategies and operations to stay ahead of the curve.
• Lead the development of partner experience: work with our processes and tools and cross functional team members to deliver systems to empower our partners to have the ability to deliver a more independent selling motion (self-service model).

Key Skills / Personal Competencies:

• 15+ years of experience in sales operations or financial roles.  Experience leading a channel operations organization is a plus. 
• Strong analytical and reporting skills required. Ability to develop financial models to provide insights and build business cases.
• Familiarity with Salesforce CRM, and opportunity management platforms. 
• Demonstrated ability to drive process improvements, problem-solve, and produce results.
• Strong customer service focus, written and verbal communication skills, and attention to detail and accuracy.
• Experience partnering with a wide variety of stakeholders. 
• Experience with subscription/ recurring revenue models is a plus. 
• Bachelor’s d