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Channel Sales Manager

2 months ago

Austin, United States Nutanix Full time

Hungry, Humble, Honest, with Heart.

The Opportunity

As a Channel Sales Manager at Nutanix, you will play a crucial role in driving the success of our partnership with SHI, one of our top National Partners. Your ability to strategically navigate this complex partnership and align cross-functional teams within both organizations will be key to achieving and exceeding sales performance goals. You will collaborate closely with Nutanix’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations teams to foster growth and strengthen our market presence.

About the Team

You will join our Central Region Channel Sales team, a group of dedicated professionals committed to building and nurturing relationships with top National and local partners across the Central United States. Our team is passionate about driving mutual success and creating lasting partnerships. You will report to the Sr. Director of Channel Sales and will have the flexibility to work remotely with a focus on North America. While we value collaboration and face-to-face interactions, occasional office visits may be required. As a member of the Central Channel Sales team, you can expect to travel approximately 25% of the time, enabling you to engage with partners in person and fortify relationships across the region.

Your Role

  • Cultivate and manage relationships with partners to uncover and develop new selling opportunities.

  • Collaborate with sales management to develop and execute sales strategies that align with district objectives and available resources.

  • Participate in strategy sessions with channel partners and Nutanix sales leadership on a quarterly and annual basis.

  • Plan and oversee channel activities, including forecasting, marketing program development, relationship management, and distribution of collateral materials.

  • Schedule and attend sales calls with partner prospects.

  • Facilitate alignment between Nutanix account teams and partners within your territory.

  • Set and achieve short-term and long-term goals and quotas that align with corporate objectives.

  • Meet or exceed monthly, quarterly, and annual sales targets.

  • Identify necessary resources to support your sales strategy and propose budget recommendations for management approval.

  • Establish yourself as a trusted and valued resource to Nutanix channel partners.

  • Work with the field marketing team to plan and execute effective communication and demand generation campaigns with each focus partner.

  • Leverage customer references to enhance selling efforts.

  • Develop account management plans tailored to customers' business needs.

  • Build and maintain a roster of go-to partners for each Nutanix sales team in your territory.

  • Manage quarterly MDF (Market Development Funds) and funding budgets based on partner revenue targets.

  • Collaborate with Field Marketing teams to create territory-specific plans.

  • Utilize social media to promote Nutanix and channel partnerships, goals, and objectives.

What You Will Bring

  • Strong verbal and written communication skills, including presentation abilities.

  • Proven ability to collaborate across sales, marketing, operations, engineering, and product development functions.

  • Deep understanding of the sales process and Channel Sales.

  • Experience in target account selling, solution selling, or consultative sales techniques.

  • Aptitude for understanding how technology products and solutions address business challenges.

  • Ability to communicate effectively with senior managers about their business challenges and how Nutanix’s Webscale architecture can solve them.

  • Ability to apply industry knowledge and experience to solve complex issues in both visionary and practical ways.

  • Capacity to assume account responsibility or work effectively within a team.

  • Contribute to the sales team's success and influence key decisions; may also act as a team leader and primary decision-maker.

  • Competence in developing budgets to support partner enablement, marketing, and promotional activities.

The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. The pay range for this position at commencement of employment is expected to be between USD $207,520 and USD $311,280 per year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith.

We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting CandidateAccommodationRequests@nutanix.com.