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Job Description
The Engagement Manager is responsible for leading customer engagement efforts, developing compelling value propositions, managing proposal processes, and serving as the single point of contact to demonstrate the strategic and technical benefits of Pure Storage solutions to clients.
Key Responsibilities
- Organize, plan, and manage the development of proposals and value propositions according to schedule and deliverables.
- Write and review proposal content, including executive summaries and value messaging, to meet customer needs and ensure consistency.
- Serve as the single point of contact (SPOC) for customer engagement, managing schedules, deliverables, and approvals.
- Collaborate with internal teams (Account AE, SE, Finance, Value Management) to align insights and craft compelling value propositions.
- Lead the organization of customer engagement activities, including presentations, reviews, and sign-offs.
- Create, verify, and test proposal content, ensuring alignment with value messaging and customer requirements.
- Manage the process of unsolicited proposals, RFx, RFP, RFQ, and related submissions, ensuring timely and accurate delivery.
- Coordinate with customer teams to manage review cycles, revisions, and approvals of proposals and deliverables.
- Analyze customer environments to identify improvement areas and develop measurable value-driven solutions.
Requirements
- Ten (10) or more years of experience in large deal engagement management managing cross-functional teams to deliver and close client proposals, including managing senior client interactions, controlling meeting agendas, deliverables, and approvals.
- Experience working at a large consulting firm and preferably also at a technology vendor in a pre-sales Engagement Management role.
- Demonstrable and proven track record of the ability to manage senior client interactions, controlling meeting agendas, deliverables, and approvals.
- Ability to write detailed content summarizing customer content, value, and solutions in executive language.
- Proven ability to analyze complex planning and preparation of an executable plan with the customer and internally.
- Exceptional communication and storytelling skills, with the ability to influence customer project stakeholders.
- Experience working collaboratively with cross-functional teams, especially sales engineers and account teams.
- Customer-focused mindset with a passion for delivering value and building long-term relationships.
- Familiarity with tools to enhance, automate, and simplify the process of delivering outstanding differentiated proposals.
- Ability to analyze customer environments, identify areas for improvement, and build compelling value propositions that highlight measurable benefits.
- Experience in managing and orchestrating a team from Pure and the customer to advocate for Pure’s technology via documentation and deliverables.
- Strong organizational skills to lead the organization of engagement activities, define schedules, roles, data requirements, success criteria, and ensure clear outcomes.
- Proficiency in managing detailed schedules and team activities for proposal creation, including collation, vetting, proofing, and testing deliverables.
- Ability to manage customer signoff of deliverables and ensure consistency and alignment of value messaging.
- Experience in creating, verifying, and delivering proposals, including unsolicited proposals and RFx responses (such as RFP, RFQ, RFI), managing the entire process as the customer SPOC.
- Proven ability to manage the process, ensure deliverables are met, and verify consistency with the value proposition work.
- Experience in managing customer schedules, reviews, revisions, and presentations related to proposals and RFx processes.
- Demonstrated success in amplifying the value conversation through all deliverables, ensuring customers recognize the strategic benefits of partnering with Pure Storage.
- Ability to analyze customer environments, identify improvement opportunities, and develop value propositions that emphasize measurable benefits.
- Experience in collaborating closely with Account AEs, SEs, finance, and value management teams to align insights with customer objectives and priorities into documentation.
- Experience in leading the development of value propositions, executive summaries, and technical and financial benefits of solutions in a way that resonates with business stakeholders.
- Ability to equip account teams with tailored content to effectively communicate the value of solutions.
- Experience in functioning as a leader to customers, organizing engagement activities, defining roles, data requirements, success criteria, and managing the overall engagement process.
Benefits & Perks
Flexible time off
Wellness resources
Company-sponsored team events
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