Lifecycle Account Manager

Pure Storage•Santa Clara, CA

1d•Onsite

About The Position

The Lifecycle Account Manager (LAM) is a strategic, revenue-aligned post-sales role sitting within the Lifecycle Revenue Organization. Partnering closely with Account Executives (AEs) and Sales Engineers (SEs), the LAM owns telemetry-driven account oversight, business value realization, and capacity activation across a dedicated portfolio of customer accounts. This is a commercially accountable role: success is measured not by satisfaction scores alone, but by hard consumption and revenue outcomes — utilization, retention, and expansion.

Requirements

5–8+ years in Customer Success Management, Value Engineering, Technical Account Management, or Commercial Account Management within enterprise SaaS, IT infrastructure, or cloud environments.
Track record leading demanding accounts with $10M+ revenue, building relationships from C-level executives down to directors, managers, and practitioners.
Strong grasp of cloud-consumption economics (ARR, NRR, GRR, CapEx-to-OpEx transitions), with familiarity in enterprise storage, data management, or infrastructure technologies.
Proven ability to identify expansion opportunities, defend renewals, and drive value-realization motions.
Comfortable using product telemetry, analytics tools, and CRM systems to spot risk and uncover expansion signals.
Executive presence, with demonstrated ability to lead customer workshops, present value reports to C-level stakeholders, and manage cross-functional sales/SE teams.
Value Realization Expertise — Translates complex technical metrics into quantifiable business value outcomes for customer executives.
Proactive Risk Triage — Reads telemetry signals, anticipates renewal friction, and intervenes early.
Cross-Functional Orchestration — Drives alignment across AE, SE, Professional Services, and Customer Success stakeholders.
Adoption Playbook Execution — Designs, refines, and executes structured playbooks to accelerate workload adoption and capacity burn-down.

Responsibilities

Analyze Pure1 telemetry to identify accounts with stagnant capacity utilization.
Lead intervention for target account cohorts from T-180 through T-12 to preemptively mitigate churn and down-sell risk.
Synthesize input across CS, PS, AE, and SE teams to assess stakeholder sentiment, account history, and overall engagement health.
Facilitate post-sale Business Value Outcome (BVO) workshops to align client goals with unallocated capacity.
Establish baseline metrics (B₀) and run regular check-ins to demonstrate performance, efficiency, and ROI against original sales promises.
Partner with account teams to deliver EDC Blueprint workshops and actionable adoption roadmaps.
Execute structured Capacity Activation playbooks to guide clients in migrating secondary workloads into idle headroom.
Collaborate with Advanced Services to scope and position projects that ensure seamless migration.
Leverage hardware utilization insights to surface expansion opportunities and deliver qualified leads to AEs.
Partner with AEs to convert CapEx hardware refresh cycles into predictable subscription ARR.
Work in lockstep with AEs (commercial lead) and SEs (technical lead), while maintaining clear operational boundaries with CS (satisfaction) and Product teams.