Posted 1 year ago  

Offer Manager – Strategic Pursuits

Posted 1 year ago - 135 views - 16 Applied

Job Description

Reporting to the regional Strategic Pursuits Director, as a core member of the PureSPP team the Offer Manager will provide a dynamic support function to the regional Sales organization and extended Pure business, focusing primarily on delivering commercial and financial modeling and expertise to identified strategic pursuits.

This role will involve developing close working relationships with Field Sales, multiple key Business Units, key customers as well as the rest of the PureSPP Team. In addition, as a business function, the Offer Manager will focus on the development and distribution of commercial strategy and collateral for subscription-based products/solutions.

Key Responsibilities

  • Assist and advise field sales teams on the structure of complex deals while using the pricing thresholds, existing analysis tools, and rules of engagement to drive the appropriate approvals with internal stakeholders and partners
  • Champion/coordinate bid specific T&Cs/pricing internally (approvers, Revenue, Legal, Deal Desk)
  • Provide strategic opportunity value propositions including pricing options and related tactical customer-facing recommendations and presentations
  • Provide analysis and insight into customers’ current investment, helping sales teams to identify new opportunities and secure existing ones
  • Provide insight and advice for contract structures, terms, and conditions
  • Co-develop negotiation strategy with field sales determining give to get strategy etc
  • Orchestrate customer proposal slide deck, summary of the offer highlighting both the business and financial benefits to create a compelling and salient value proposition
  • Provide potential up-sell and cross-sell opportunity best practice at prospectus/proposal stages
  • Proactively consider and recommend improvements to large deal eco-system (process, pricing)
  • Participate in Account Planning Sessions for Strategic Pursuits
  • Participate in the PureSPP Business Management processes
  • Be the voice of the field sales to Pure corporate to continually improve and ensure successful outcomes
  • Enthusiastic self-starter with an outgoing personality, comfortable working both independently and in a team setting
  • Strong customer facing and relationship building skills, coupled with excellent listening and inquisitive selling skills
  • Experience developing and growing C’ Level relationships
  • University Degree or equivalent

Measurements of Success

  • % YoY Growth of Larger Deals > $2M in Territory
  • % YoY Number of Larger Deals > $2M in Territory
  • % YoY increase in Larger Deal Closure > $2M in Territory
  • % increase Rep Participation in Larger Deals > $2M in Territory


  • 6+ years of combined IT sales, sales operations, or other customer facing experience
  • Proven deal management, bespoke pricing or finance/Sales Ops experience
  • Proven experience with various contracting vehicles (e.g., Master Services Agreements, License Agreements, etc.)
  • Understanding of P&L economics and ability to analyze and take measures.
  • Experience with procurement and licensing models such as XaaS (Subscription)
  • Strategic thinker & analytic problem solver with the ability to break down complex problems in a simplified way
  • Creative with the ability to develop and run analytical models to test out and refine the various strategies we may be considering
  • Customer facing negotiation/presentation experience with value selling focus
  • Project and Program Management Skills with experience in estimation, planning, design, and implementation of business and IT efforts
  • Business Leadership Skill with a strong, team-oriented leadership mentality. Able to frame and confront issues and make tough decisions
  • Strong communicator equally adept at communications strategy and execution, with the ability to craft a full range of clear, high-impact communications
  • Ability to communicate in an open and authentic manner in all situations
  • Ability to establish and build close working relationships
  • Strong personal credibility and counseling skills. Team-oriented planner, decision-maker and able to creatively drive consensus
  • University Degree or equivalent

For Colorado Applicants (as required by SB19-085):

  • Minimum annual base salary of $106,000. This position may be eligible for incentive pay and/or equity.
  • US Benefits Summary