Director Cloud Native Architects, Strategic Accounts

Director Cloud Native Architects, Strategic Accounts

Staines, United Kingdom

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.

Director Strategics CNA (EMEA) leads and develops a team of Strategic CNAs and sets the standard for technical execution, executive engagement, and adoption outcomes across a defined list of EMEA Strategic accounts. The role is accountable for building a repeatable operating system that improves deal quality, increases opportunity predictability, and drives measurable revenue impact (ARR/NRR) in partnership with the Theater Strategics Sales organisation, Product teams, and regional stakeholders.

Success is reflected across People / Process / Partnership / Product
, deliberately prioritised to maximise the Director’s most constrained resource:
time
.

• People: Building, developing, and inspiring a high-performing team with strong technical credibility and ownership.
• Process: Applying context and rigor in ways that improve focus, decision-making, and execution without creating unnecessary overhead.
• Partnership: Strengthening collaboration with sales, product, and partner stakeholders to improve alignment and shared outcomes.
• Product: Maintaining sufficient product understanding to guide technical decisions, shape meaningful feedback, and support effective field execution.

The Director scales impact through a disciplined cadence, clear ownership across a small team, and account-domain expertise,
not by attending more internal meetings.

Named Strategic accounts are complex global enterprises (multiple geos/BUs/platform teams). Success requires coordinated engagement across regional and global stakeholders, consistent architecture messaging, repeatable plays, and disciplined resource allocation. Due to the geographic complexity of these named strategic accounts they will require effective collaboration with Americas Strategics peers.

• Theater: EMEA Strategics
• Builds and leads: CNA team pooled to deliver outcomes in aligned EMEA Strategic accounts
• Role type: People manager + overall technical sales account oversight
• This role is directly assigned to the Theater Strategics Portworx and Pure Storage Cloud quota and is expected to meet and exceed TCV Sales goals
  .
• The Director is accountable for measurable increases in ARR and NRR across a defined list of EMEA Strategic accounts.
• CNAs have primary account assignments while also being goaled on overall Theater quota performance
  , ensuring the team operates as a focused unit without losing shared accountability.

• Build, Develop, & Inspire a Team of Top Performers:
  • Hire/onboard quick with clear expectations, coaching, and development plans.
• Build and maintain a strong bench of Technical Sales talent aligned to current and future needs.
• Partner with recruiting to attract, hire, and onboard high-quality candidates in a timely manner.
• Coach and develop direct reports through regular feedback, mentorship, and clear expectations.
• Curate & maintain Individual Development Plans that support both role effectiveness and long-term career growth.
• Foster an inclusive, collaborative team environment that encourages learning, ownership, and accountability.
• Establish a coverage model that assigns primary accounts and defines domain ownership within global accounts (BU/geo/platform), with explicit escalation criteria.
• Support personnel development in alignment with HR guidelines and company values.
• Provide Sales Process Oversight, Guidance, and Feedback:
• Guide CNAs in applying the Technical Sales Process to improve opportunity focus, deal quality, and execution.
• Use opportunity data as a decision-support and coaching tool, not an activity-reporting mechanism.
• Drive disciplined prioritization and disqualification to protect scarce CNA capacity.