Cloud Native Architect, Strategic Accounts, Telco 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 related to Kubernetes and data management, primarily focusing on pre-sales activities to drive revenue and customer success for Pure Storage's cloud-native solutions.
Key Responsibilities
- Lead the technical sales process for Cloud Native solutions, including discovery, strategy alignment, demos, 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 technical meetings.
- Generate leads through industry events, content creation, and community engagement.
- Collaborate with sales teams and technical stakeholders to deliver tailored solutions and ensure customer success.
- Review and qualify sales opportunities, gather technical requirements, and present evaluation programs.
- Conduct solution validation through demonstrations, workshops, and POCs, and document outcomes and business value.
- Coordinate project scoping, transition planning, and customer onboarding activities.
- 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 technical wins and enterprise-wide adoption aligned with customer business outcomes.
- Proven experience in driving data-management solutions in the WWSA segment, including creating market penetration strategies and thought leadership.
- Strong technical expertise in architecting Kubernetes-centric data platforms spanning multiple regions, clouds, and business units.
- Experience in owning the technical sections of proposals, RFx responses, and Statements of Work (SOWs).
- Ability to translate technical capabilities into quantified business outcomes that resonate with executive sponsors.
- Experience acting as the primary technical face of the company's Cloud Native portfolio to customer teams, orchestrating executive briefings, architecture workshops, and steering committee updates.
- Proven ability to locate and coordinate with other Business Units and technical sales stakeholders to deliver customer outcomes.
- Ability to establish a cadence of weekly checkpoints and executive quarterly business reviews aligned with customer program milestones, including NNL and expansion opportunities.
- Experience evangelizing best practices in Cloud Native data management, platform engineering, and cost optimization through conference talks, blogs, and executive roundtables.
- Mentorship experience for fellow Cloud Native Architects on enterprise engagement methodology and financial value selling.
- Ability to interact with sales global account managers, lead client directors, and co-sell teams to bring full portfolio solutions to customers.
- Experience in lead generation activities such as attending industry events, delivering talks, supporting booths, producing technical content, and engaging in professional networks.
- Participation in community and user group activities, including organizing and supporting Pure user groups and community events.
- Ability to review and qualify sales opportunities by gathering and analyzing customer information, defining success criteria, current state, technical pain points, and proposing evaluation programs and solutions.
- Experience conducting capabilities demonstrations, technical workshops, and coordinating Proof of Concept (POC) activities, including planning, testing, and reporting outcomes.
- Ability to introduce and explain fixed scope installation services, coordinate scoping of professional services, and discuss the value of Business Critical Services, Solution Architect hours, Customer Success Managers, and customer training credits.
- Experience preparing transition documentation, including high-level project plans, key milestones, customer technical contacts, external integration details, observability, identity management, security requirements, and other dependencies.
- Establishing a regular cadence of customer engagement beginning 90 days post-deal close and continuing quarterly to review product expansion, feature adoption, usability concerns, release updates, and roadmaps.
- Proven track record of delivering technical wins that convert to booked revenue with an 80% technical win rate in opportunities above Stage 2 and achieving booked sales attainment goals.
- Experience ensuring 100% of opportunities have TCO/ROI proposals with written customer approval.
- Ability to measure and improve customer experience through first-year feature adoption, customer progress documentation, and quarterly customer meetings.
- Experience in increasing penetration of WWSA accounts, raising accounts to over 1 million TCV, and maintaining pipeline and initial landing footprint goals of at least 50% within the WWSA pool.
- Educational background or equivalent experience in a relevant technical field such as Computer Science, Engineering, or related discipline (implied but not explicitly specified).
- Physical and mental capacity to perform technical and customer-facing activities, including presentations, workshops, and solution demonstrations, as part of the role.
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 Great Place to Work
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