• Program Design and Evolution
  • Define and evolve the 3-year vision and strategy for the global reseller RTM program
  • Design and continuously refine program structure, including tiers, requirements, and benefits
  • Conduct competitive analysis to ensure Pure’s reseller program remains differentiated and compelling
  • Develop and optimize program incentive models, including rewards, rebates, and joint investments, ensuring strong ROI
  • Define Joint Investment MOU strategy, including milestones and alignment to business priorities
  • Document current-state vs. future-state program design and clearly identify gaps and improvement opportunities
• Program Economics and Partner Value
  • Define the economic model that drives reseller behavior, including pricing alignment and discounting considerations
  • Identify and promote solution and service opportunities within the program to drive platform and services growth
  • Define global status frameworks for select partners, including criteria for strategic engagement and investment
  • Ensure the program incentivizes higher-value partner contributions, including advanced services and solution selling
• Governance, Compliance, and Performance Measurement
  • Establish program compliance and exception policies, ensuring consistent and auditable enforcement
  • Define success criteria, metrics, and KPIs to measure program effectiveness and partner performance
  • Monitor and assess program performance, using data to inform ongoing evolution and investment decisions
• Field Alignment and Program Adoption
  • Gather and synthesize feedback from partners, PAMs, and PSMs to inform program design and evolution
  • Drive adoption and incubation of key program initiatives within the field, ensuring alignment with sales motions
  • Partner with field leadership to ensure the program is actionable, understood, and impactful in real-world execution
• Cross-Functional Alignment
  • Partner with Theater Partner Sales Leadership, Finance, Channel Ops, Enablement, Marketing, and Product teams to ensure program design is aligned and supported across the organization
  • Provide clear program documentation and strategic guidance to enable successful downstream operationalization
  • Drive alignment between strategy and execution without owning operational delivery

• 10+ years of experience in partner programs, channel strategy, or go-to-market roles within a technology company
• Proven experience designing and evolving reseller or channel programs that drive measurable business outcomes
• Strong understanding of reseller business models, including pricing, discounting, incentives, and services
• Experience building and optimizing incentive structures (rebates, rewards, AGPs) with clear ROI outcomes
• Demonstrated ability to define long-term strategy and translate it into actionable program design
• Strong analytical skills with the ability to evaluate program performance and make data-driven decisions
• Experience conducting competitive analysis and translating insights into differentiated program strategy
• Ability to influence cross-functional stakeholders and drive alignment across Sales, Finance, Operations, and Enablement
• Strong communication skills with the ability to clearly articulate program strategy and requirements
• Experience working closely with field teams (PAMs/PSMs) and incorporating feedback into program design
• Ability to operate effectively in a fast-paced, evolving environment with competing priorities

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