Cloud Native Architect, Strategic Accounts, FSI EMEA
Pure StorageStaines, United Kingdom
Full Time
Posted February 24, 2026
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Job Description
The Cloud Native Architect is a senior technical sales professional responsible for leading solution discovery, architecture, and demonstrations for large multinational customers, primarily focusing on Kubernetes and data management solutions, to drive revenue growth and enterprise adoption of Pure Storage's cloud-native offerings.
Key Responsibilities
- Lead the technical sales process lifecycle, including discovery, strategy alignment, demonstrations, workshops, POCs, and closing deals.
- Architect Kubernetes-centric data platforms across multiple regions, clouds, and business units.
- Own and develop technical proposals, RFx responses, and Statements of Work (SOWs).
- Translate technical capabilities into quantified business outcomes for executive stakeholders.
- Act as the primary technical representative for the company's Cloud Native portfolio, engaging with customers and orchestrating executive briefings and architecture workshops.
- Establish and maintain customer engagement cadence, including QBRs and milestone reviews.
- evangelize best practices in Cloud Native data management, platform engineering, and cost optimization through thought leadership activities.
- Collaborate with sales teams and technical stakeholders to deliver full solutions and technical leadership in customer engagements.
- Generate leads by participating in industry events, producing technical content, and supporting community and user groups.
- Review and qualify sales opportunities, including assessing customer needs, technical pain points, and success criteria.
- Conduct solution validation through demonstrations, workshops, and POCs, and prepare outcome reports.
- Manage the prospect-to-customer transition, including scoping, proposing services, and preparing transition documentation.
- Establish ongoing customer satisfaction processes, including regular reviews, feature adoption tracking, and feedback collection.
Requirements
- Experience as a senior technologist owning technical sales strategy, evaluation programs, and architectural vision creating repeatable business with software opportunities for large multinational customers.
- Ability to guide C level and engineering stakeholders through solution discovery, validation, and financial justification to ensure every engagement results in a technical win and a clear path to enterprise-wide adoption.
- Proven experience in driving data-management solutions, specifically in the context of Kubernetes and cloud-native platforms, across multiple regions, clouds, and business units.
- Experience in architecting Kubernetes-centric data platforms and integrating storage solutions with software-driven platforms.
- Ability to lead the full Cloud Native technical sales process lifecycle, including Discovery, Strategy Alignment, Demo, Workshop, POC, POV, and Wrap Up, to secure technical decisions in deals for WWSA.
- Experience in translating technical capabilities into quantified business outcomes that resonate with executive sponsors.
- Experience acting as the primary technical face of a company's Cloud Native portfolio to customer teams, orchestrating executive briefings, architecture workshops, and steering committee updates.
- Ability to locate and coordinate with other Business Unit and technical sales stakeholders to deliver customer outcomes and establish a cadence of weekly checkpoints and executive QBRs.
- Experience evangelizing best practices in Cloud Native data management, platform engineering, and cost optimization through conference talks, blogs, and executive roundtables.
- Ability to mentor fellow Cloud Native Architects on enterprise engagement methodology and financial value selling.
- Experience attending industry events, delivering talks, supporting booths, producing technical content, and engaging contacts through professional networks such as LinkedIn.
- Ability to support monthly Hands-on Labs, organize community user groups, and attend Pure user groups.
- Experience collaborating with co-seller teams, including Technical Sales Directors, to co-sponsor targeted sales efforts for priority customers.
- Proficiency in reviewing sales opportunity information, including BANT and other qualifiers, capturing project success criteria, and mapping to business impact outcomes.
- Experience in reviewing current customer architecture, proposing solutions with Pure Storage capabilities, and defining success criteria for demos, workshops, and POC/POVs.
- Ability to provide capabilities demonstrations, conduct technical workshops, and plan and coordinate Proof of Concept (POC) and POC outcomes reports highlighting testing and business value.
- Experience in coordinating the transition from prospect to customer, including defining scope, scoping professional services, discussing value propositions for Business Critical Services, Solution Architect hours, Customer Success Managers, and customer training credits, and preparing transition documentation such as high-level project plans, key milestones, and technical contacts.
- Ability to establish a regular cadence of customer satisfaction reviews beginning 90 days post-deal close and continuing quarterly, including reviewing product expansion, feature adoption, RFEs, usability concerns, release updates, and roadmaps.
- Proven track record of delivering technical wins that convert to booked revenue, with at least an 80% technical win rate in opportunities above Stage 2, and achieving booked sales attainment goals.
- Experience in preparing and presenting TCO and ROI proposals with written customer approval for 100% of opportunities.
- Ability to measure and improve customer experience through first-year feature adoption, document customer progress with Customer Success Managers, and conduct quarterly customer meetings.
- Experience in increasing penetration within WWSA accounts, with specific goals of raising under-penetrated accounts to over 1 million TCV, maintaining at least 50% of WWSA pool in pipeline, and establishing initial landing footprints in at least 50% of WWSA accounts.
Benefits & Perks
Flexible time off
Wellness resources
Company-sponsored team events
Accommodations for candidates with disabilities
Support for growth and development
Inclusive community and Employee Resource Groups
Recognition as a Fortune's Best Workplace in Technology and Bay Area
Certified as a Great Place to Work
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