Value Management Technical Director

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.

Purpose: Technical Value Management Directors work with our largest customers globally at CxO level to establish the quantifiable business outcomes and benefits which are delivered by the recommended Pure Storage Solutions.  Working  collaboratively alongside our Account leaders, SEs and the customer SME’s,  the TVM Director will ensure that the Value Proposition or Proposal delivered can clearly articulate business value, resolve current-state pain points and deliver to a robust business case

• Quantifying Technical Business Value in a Value Proposition or Proposal:
1. Leading multi-disciplined technical team in engagement with the customer to complete a rapid iterative assessment to quantify current state pain points & requirements and how those will be resolved with a future state solution - in terms of business value
2. Gaining at CTO level an agreement  that the proposed future solution delivers the stated benefits in application, data and infrastructure performance that you have defined with clear metrics - which are supported by the SME's from Pure and the customer
3. Working with the CX/PS organization and the customer operations team to clearly articulate how the solution will be delivered and when the benefits will be delivered
4. Working with the Global Value Management business case team to realize benefits into the financial business case

• Leading Customer Value Assessments:
1. You are able to solicit trust with account teams and sales leadership to have you lead engagements with their customers
2. You are able to negotiate an agreement with the customer senior sponsor (e.g. CTO) a clear technical scope to complete an assessment which is large enough to be business impacting but realistic in terms of ability to deliver a transformation program
3. You are able to lead a team that excels in documenting clearly and concisely current state pain points, metrics and key system requirements
4. You are able to solicit a "thats right" answer at CTO level leadership, supported by technical SMEs (customer and Pure)  when presenting current state pain points, metrics and priorities
5. You are able to document clearly and concisely future state solution application & data benefits and quantify them into business benefits with robust metrics
6. Will be seen as a trusted advisor by the customers by providing technical validation and insights and clearly articulating value from the customer perspective

 

• Repeatable Asset Development

Contribute towards developing assets which illustrate:

1. Current state architecture including cloud, applications, data flows and infrastructure which clearly articulates the pain points, business requirements and current metrics 
2. Future state architecture which clearly articulates the resolution to the pain points, business requirements and what metrics will result. Articulate the transformation journey and how risk will be mitigated in migration from the customers operational perspective
3. Implementation plan delivered in conjunction with the CX organisation which clearly articulates at what point business benefits will be realised and the metrics that will support them
4. CxO level presentation assets to support the business case approval process

 

• Partnership with Account SEs, CX and solution specialists:
1. Work in tandem with Account SEs to align technical value with customer objectives
2. Work in tandem with CX/PS SMEs to align technical value levers into a realistic implementation plan that will be accepted by operations and quantifies customer outcome delivery
3. Enhance the technical narrative by identifying key differentiators and value drivers.
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Impact:

The TVM Director 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.

Measures of success:

• Ability to gain customer trust and gain agreement to assessments
• Successful execution of assessments with the customer requesting proposals
• Proposals that quantify business impact
• Exceptionally high win rates