Manager, Subscription Specialist, APAC

Overview 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. Manager, Subscription Specialist, APAC We are seeking an experienced Subscriptions Specialist and brand evangelist who's focused on driving adoption and growing the business for Evergreen//One in the APAC region. In this role, you are responsible for supporting net new pursuits (60%), supporting customer success organization for existing install base (20%), and field enablement (20%). You will be part of a team providing product expertise, finance overlay from deal shaping standpoint, trusted advisor to the customer as the liaison to the customer success organization, and the primary point of contact in the region representing the Evergreen//One finance unit. The role requires very well rounded technical, commercial (financial modeling), and business acumen along with the ability to build strong relationships both internally and with the customer base. You will assist in overseeing customer acquisition, onboarding, service delivery, and adoption across the region while focusing on supporting the sales teams to expand the customer base. You may be involved as a point of contact for any escalations from existing customers and a critical member of the team driving initiatives that overall improves the Evergreen//One experience for the customers and Pure employees. The role reports into the Finance unit and not the sales organization. You are simply the hands, eyes, and ears for the Finance unit in the region. Pure's storage-as-a-service business also known as Evergreen//One was launched in 2018 and since then it has become a fast-growing and very strategic business for the company. Evergreen//One is the only true OpEx storage service that the customers can deploy on-premise, at a colo managed by one of our Service Provider partners, or in the public cloud. Evergreen//One not only delivers the industry-leading block, file, and object storage technology with consumption-based pricing, it also enables our partner ecosystem to build innovative cloud storage solutions without having to invest capital to stand it up. As a part of the Evergreen//One business unit, you will be responsible for : Driving adoption of Evergreen//One among companies delivering or consuming storage-as-a-service. These companies spread across multiple verticals like financial services, service providers, IT outsourcing companies, health care, public sector, retail, manufacturing, health insurance, and many others. The growth of Evergreen//One customer base while facilitating product and platform collaboration between field sales, partners, and the business unit. Financial modeling and consulting to help make the total cost business case supporting new pursuits or expanding within the existing customer install base. Partnering with Services organization to oversee onboarding, service deployment, service delivery, ongoing customer success, and help manage any escalations as a business unit overlay. Understanding and communicating market opportunities, trends, needs, and field feedback to cross-functional teams to drive towards better customer experience. Developing mutually-beneficial and trusting relationships within the company and within regional partners to help make Evergreen//One an easy offering to sell/operationalize through the channel Being the product expert and evangelist who's prepared to pitch to C level executives driving home the value and differentiation. Collaboration with Sales, Services, Product, Finance, Legal, Deal Desk, and Enablement Gain in-depth understanding of Pure Storage business models including both traditional hardware, software, maintenance and subscription services. Understand, execute and manage operational tasks which can include, but is not limited to, the following: Review hardware configurations Modify service subscriptions Validate invoicing set up Validate billing amounts for complex accounts Enable global subscription commitments Provide feedback and work cross functionally to deliver continuous process improvement and automation Understand the subscription product catalog and provide teams with appropriate configurations based on subscription type and/or custom requirements Engage on team projects to adapt operations and governance based on business model decisions, including new subscription offerings and routes to market Develop and maintain operational dashboards including tracking KPIs Successful candidates will have a strong working knowledge of cloud and SaaS products, data center technologies, a thorough understanding of cloud/SaaS commercial models, contracts, customer success experience, and business development. Experience with procuring and/or selling as-a-service models and related pricing structures is highly desirable. Financial model and understanding of P&L, Cash views, balance sheets fundamentals, etc is highly desirable. This is a highly visible role that requires partnering with a variety of leaders and teams across Pure, partners organizations, customer organizations, and possibly third-party vendors in the region. It definitely requires working with the teams in California that may require late evening work hours as well. 20% of travel is expected mostly in the region but also to HQ in California. BASIC QUALIFICATIONS Minimum 7-10 years of experience in IT Infrastructure, IaaS, SaaS and Software industry Strong command on IaaS/SaaS customer success and service delivery with a proven track record of delivering results for customers. Always keeping customers first. Experience partnering with sales, business development, customer success, and professional services organizations Strong business development acumen supporting sales teams through strategic sales campaigns Ability to think strategically and execute methodically in a startup-like environment Ability to own the execution of standard operating procedures and best practices governed by the business unit in order to provide consistent customer experience Participate in enablement initiatives to help scale operational knowledge and differentiation Track customer 360 metrics and provide regular updates to management. PREFERRED QUALIFICATIONS Experience with services SOW, SaaS/IaaS service contracts and SaaS/IaaS product offerings Experience with public cloud IaaS and PaaS highly desired Good documentation and reporting skills highly effective WHAT YOU CAN EXPECT FROM US: Pure Innovation : We celebrate those who think critically, like a challenge and aspire to be trailblazers. Pure 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 Large Workplaces in the Bay Area, Fortune's Best Workplaces for Millennials and certified as a Great Place to WorkPure 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 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. Pure is proud to be an equal opportunity and affirmative action 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. BRING YOUR FLASH. Create a Job Alert #J-18808-Ljbffr