\nAbout the Role:\n\n\nThis is a unique opportunity to lead a highly skilled pursuit team working on some of\nPure’s largest and most complex opportunities. The role holder will have accountability\nfor how we qualify and approach our largest pursuits.  \nThe Strategic Pursuit Lead will be the single point project manager for all aspects of the\npursuit from kick-off through contract signing, using consistent Strategic Pursuit Practice\n(SPP) methodologies to accelerate and close larger, strategic opportunities for Pure. \nThis role will drive the momentum of the pursuit, leading all members of the pursuit\nteam to make certain that deliverables are met, duties are shared appropriately, and\nenthusiasm and motivation remain high.  A critical success requirement for this role will\nbe, within the complex pursuit framework, to lead team members and stakeholders in\ndeveloping and ultimately executing a successful pursuit plan.\n\n\nRole Responsibilities:\n\n Create a focused plan for a pursuit, highlighting use of SPP resources, various channels,\nlarge deal team resources, commercial strategy, win themes, etc. to win the deal.\n Lead a cross-functional pursuit team from the start of pursuit, conceptualizes and executes\nwin strategy, pricing strategy and sales / relationship strategy for the pursuit.  S/He briefs\nsenior management team at appropriate junctures during the pursuit and facilitates strategic\npursuit decisions to improve win ratio.\n Facilitate comprehensive pursuit planning workshops and work with the broader team to\nbuild strategy, competitive positioning, messaging alignment, and deal scope leading to\npursuit plan with organizational buy-in.  Ensures action follow-up.\n Oversee the development of documents required for review/governance checkpoints and\nmanage pursuit risks and issues. Escalate issues, risks and conflicts that need to be\nmitigated.\n Manage communications and performance against process milestones\n Partner in development of commercial strategy and term sheets by aiding in research of\ncustomers spend history, renewals, and prior contract analysis F\n Scope deal structure and develops commercial pricing models\n Consult on and/or completes modeling options, deal structuring and deal shaping\n Lead or co-chairs contract negotiations where agreed as part of negotiation mandate\n Manage due diligence activities and required solution, costing, and document revisions.  \n Execute the close down process (post pursuit) and hand-offs, including a win/loss review\ncapturing knowledge to support enablement and future Pure pursuits\n Create, implement and/or enhance SPP pursuit specific tools.\n Initiate pursuit specific processes, including collaboration tools (for instance, google drive) \n [Potentially] provide Pursuit Leadership in Business Development and Pursuit Plan\nexecution as dictated by the specific pursuits or country\n\n\nKey Requirements:\n\n Bachelor’s Degree Level education, ideally MBA\n 5+ experience within Pursuit, complex deals and/or strategic solution selling\n(preferrable SaaS or B2B IT, Outsourcing experience)\n Ability to work successfully within Core and expanded team consisting of Sales,\nSolutions, Finance, Commercial, Transition, Service, GTM and CTO \n Provide leadership and management across the pursuit and associated towers /\nfunctions.\n Player / Manager with ability to manage and where necessary lead other leaders \n Strength of character to develop and present strong decision making - either promoting\nstrategic intent or “stop-loss” position.\n Clear understanding of Business Value Selling and/or Solution Selling practice \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Executive, Sales and SaaS jobs that are similar:\n\n $70,000 — $110,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nMountain View, California, United States