Key Account Manager at Purestorage

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 Purpose The Acquisition Consultant engages senior customer stakeholders to uncover strategic objectives, shape multi-year transformation opportunities, and develop finance-grade value propositions that support executive decision-making. The role requires disciplined account qualification, structured executive discovery, strategic framing, and the ability to translate business and market insights into clear, actionable acquisition opportunities. The consultant partners closely with Sales, guiding account strategy and contributing to predictable, scalable acquisition motions across regions. What You’ll Be Doing Executive Engagement & Value Creation● Engage senior stakeholders with Sales to uncover strategic priorities and objectives.● Develop finance-grade value propositions and business cases that open pathways with C-1 and C-2 executives.● Shape multi-year value narratives that align customer outcomes with Pure’s strengths. Account Qualification & Opportunity Assessment● Identify and qualify high-potential accounts through disciplined, structured assessment.● Lead acquisition-focused executive sessions to validate priorities, assess alignment, and determine clear next steps.● Apply strategic and industry insights to guide opportunity progression. Methodology Enablement & Sales Partnership● Coach Sales teams on executive access, qualification discipline, Challenger/value frameworks, and financial selling.● Contribute to building predictable and scalable acquisition motions across regions.● Support adoption of acquisition frameworks that raise overall team capability. Acquisition Leadership & Workstream Management● Lead acquisition workstreams with autonomy, clarifying objectives, aligning contributors, and maintaining consistent forward progress.● Help internal teams understand customer priorities, economic pressures, and strategic context.● Remove ambiguity through structured problem solving and coordinated collaboration. Strategic & Market Insight Application● Apply insight into customer business models, market trends, financial posture, and transformation priorities.● Use industry context to guide decisions, shape messaging, and influence account direction.● Integrate competitive intelligence and external drivers into recommendations. Consultative Discovery & Insight Synthesis● Conduct disciplined discovery with executives and cross-functional leaders to uncover financial, operational, and strategic drivers.● Tailor questioning to reveal underlying motivations, barriers, and value levers.● Synthesize discovery insights into clear acquisition opportunities and strategic hypotheses. Deliverables, Quality & Professional Standards● Produce polished, customer-ready value propositions, qualification summaries, and strategic materials.● Document assumptions clearly and apply strong governance and version control.● Ensure all deliverables meet high standards of rigor, clarity, and defensibility. Influence & Executive Communication● Craft persuasive, executive-relevant narratives that guide customer discussions and reframe value.● Use logic, evidence, and structured communication to shift perspectives and influence strategic direction.● Adapt communication style to different executive personas and contexts. Learning & Adaptability● Learn quickly across varied accounts and industry environments.● Apply new frameworks, methodologies, and financial concepts with minimal support.● Adjust approach dynamically based on customer context, stakeholder dynamics, and emerging insight. What You’ll Bring ● Strong capability engaging directly with customer senior executives and guiding strategic conversations.● Proven experience in disciplined account qualification, structured discovery, and acquisition motions.● Ability to coach, influence, and elevate internal Sales teams through frameworks and methodologies.● Skilled in synthesizing complex strategic, financial, and operational insights into compelling recommendations.● Exceptional communication, documentation quality, and narrative development skills.● High learning agility and adaptability across diverse industries, accounts, and executive environments. Impact You’ll be working hand in hand with our most strategic global clients ensuring Pure are able to quantify and position the full value of our solutions to deliver a compelling business and financial proposition. This will help our clients improve the business metrics which matter to them, ensuring they maximise the full advantage of Pure’s data platform. WHAT YOU CAN EXPECT FROM US: • Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers. • 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 Workplaces in Technology™, Fortune's Best Workplaces in the Bay Area™, and certified as a Great Place to Work®! • 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 [Upgrade to PRO to see contact] if you’re invited to an interview. OUR COMMITMENT TO A STRONG AND INCLUSIVE TEAM: 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. Everpure is proud to be an equal opportunity 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. Join us and bring your best. Bring your bold. Pure and simple.