Director, Global Inside Sales Operations

Why Pure

We’re here with the humble aspiration to accelerate the speed of human progress with our radically simple, all-flash enterprise storage technology. We’re inspired by our belief that storage isn’t just a place to put things, it’s a powerful strength to be unleashed - a strength that will remove the limitations on those building the world of today, so they can erase the word “impossible” from tomorrow. Our all-flash storage solutions offer radically simple technology to help companies unlock their future possibilities, today.

Our founders created the company with a passion to build storage technology customers love and deliver it with simplicity and service that fundamentally changes the enterprise storage experience. Founded in 2009, our record revenue growth has landed us among a very select group of companies. Today, customers and industries across the world are experiencing the benefits of going Pure - from Barclays to Linkedin.com and ConocoPhillips, Pure adopters cover a broad spectrum from global consumer brands, to healthcare, education and finance. 

Our Inside Sales Team:

The Inside Sales Organization is where our company mission begins. The ISO serves three critical functions: 1) increasing Field Sales productivity and pipeline by establishing qualified customer appointments, 2) supporting our business segments and vertical industry sales with ISO roles that increase the productivity and attainment of those segments and vertical markets, and 3) developing future sales professionals for field assignments. Pure’s Inside Sales Academy is a guided path to developing sales expertise while offering career advancement through demonstrated achievement. Pure’s Inside Sales Academy is an evolving program design that include new hire on-boarding, mentor program, ongoing product and sales training, and daily opportunities to collaborate with peers and experts in the company to create better effectiveness at meeting the ISO teams’ goals and develop the professional qualities for a professional sales career. The Program emphasizes a bold culture by establishing high activity habits, prospecting skills, writing skills, introductory call structures, sales and presentation skills. Inside Sales is a path to future opportunities for ISO candidates’ eager to develop and invest their time, talents and energies in a hyper-growth, highly ambitious enterprise technology company firmly rooted in Silicon Valley and leading one of the most significant technology transitions occurring today: the transition from disk to flash storage.

 What You Will Be Doing

Sales Management

  •  Oversee, recruit, develop, and manage Inside Sales Representatives
  • Execute strategy and lead a team to fulfill key sales KPIs (quota, budget, mix of net new and install account business)
  • Responsible for managing the pipeline to ensure attainment of performance targets
  • Provide coaching around sales process and pipeline development
  • Review and engage in key deals and accounts
  • Coordinate inside sales activities with field sales and marketing to fulfill the integrated sales model
  • Monitor activities, identify risks and implement activities to ensure success
  • Formal weekly pipeline development reviews to ensure proper coverage for target attainment
  • Conduct weekly forecast reviews with each Inside Sales Representative
  • Drives business and operational change within the team to drive employee satisfaction
  • Manage and motivate the team to meet goals
  • Help create, manage and maintain the processes for lead management
  • Jointly plan and drive marketing activities with field and marketing leaders
  • Provide timely and relevant feedback on the effectiveness of ongoing campaigns
  • Build call scripts to support campaigns
  • Coach reps by listening to calls and role playing scenarios
  • Develop appropriate training programs and implement best practices
  • Provide leadership and direction in the development of the sales compensation structure, ensuring consistency and fairness throughout. Recommend improvements to the existing compensation structure to better motivate and reward sales staff for the desired performance.
  • Maintain call records and activity metrics in SFDC.

 Sales Analytics

  •  Working with the sales team and leadership to refine sales processes and ensure that the team understands and follows them
  • Analysis of sales model & compensation model with respect to effectiveness and cost
  • Pipeline modelling to improve forecasting
  • Assists in the development and recommendation of sales compensation plans and sales programs. Sets short and long-term sales strategies of national, regional and individual sales plans
  • Provides front-line contract management support to US sales staff within guidelines established by finance and contracts department
  • Sales Enablement – in collaboration with ISO director, maintain and deliver sales training programs across a variety of medium
  • Sales Intranet – In collaboration with the marketing team, content curation and management
  • Efficiency/Automation - Work in concert with sales leaders on delivering solutions that improve efficiency
  • Sales Events - Own annual Sales Kickoff planning and Agenda
  • Work with various functional teams (Legal, HR, Product Mgt, etc) to assure projects remain on track

 

  What You Bring To The Team

  • Eight to ten years of inside sales management or supervisory experience in the storage or high tech industry.
  • Demonstrated experience building, training, handling, growing and developing a world-wide inside sales team
  • A senior sales leader with extensive experience of managing Inside Sales teams within a technology and preferably a software environment
  • Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management. Knowledge of structuring sales quota goals and revenue expectations
  • Work requires professional written and verbal communication and interpersonal skills. Ability to motivate teams to produce results within tight timeframes and simultaneously manage several projects. Ability to participate in and facilitate group meetings
  • Work requires willingness to work a flexible schedule
  • Consistent record of quota achievement is essential
  • Proven leadership skills are a pre-requisite with a background in building and growing cohesive teams
  • The successful candidate will be able to demonstrate innovative and strategic selling solutions as well as thought-leadership for revenue growth opportunities
  • Credibility and gravitas enabling development and maintenance of relationships at senior executive levels within the customer base and internally 
  • The successful candidate will have excellent interpersonal skills and will come across as a confident communicator and presenter
  • Goal driven and career motivated
  • A degree is preferred
  • Occasional domestic travel is required
  • Positive, motivational style (master motivator) with hands-on approach
  • Expert in outbound prospecting
  • In depth experience with Salesforce.com CRM tool
  • Exceptionally strong people motivator and demonstrated hand-on leadership ability
  • Has the “hunter” mentality with the demonstrated ability to inspire this competency in others
  • Ability to see beyond the horizon – demonstrated ability to develop key strategies for improvement, not just the day-to-day block and tackle execution

Culture & Perks

Pure is a very special place. What makes and keeps us special is who we recruit to join us and how we work together. Our culture was shaped organically as our early team poured their heart and soul into Pure’s first generation product and supporting our early customers and partners.  We expect each employee to approach their job at Pure with the same level of pride and care, and perpetuate the values that are making us the best storage company in history.

At the center of those values is the belief that the single most important thing we do is continue to hire the best and create a workplace where they thrive and enjoy. To reward our employees for the great work they’re doing we offer a number of perks and benefits, including:

  • Flexible vacation - take time off when you need it
  • Extraordinary medical benefits with 100% employer paid premiums
  • Commuter benefits for public transit and bicycle commuters
  • Free lunches, dinners, and fully stocked snacks & beverages
  • Lounge areas with ping pong, foosball, pinball, and arcade games

 #LI-CA1

 


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