Channel Sales Manager

1 month ago

Boston, United States Nutanix Full time

Hungry, Humble, Honest, with Heart.

The Opportunity

As Channel Sales Manager, you are responsible for fostering the relationship between Nutanix and our top Regional Partners throughout the New England Region. Your ability to penetrate new territories and align efforts of departments across both organizations is critical to your being successful in this role. Working with cross-functional teams from Nutanix’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions will be key resources for you to demonstrate, attain and exceed sales performance goals.

About the Team

At Nutanix, you will have the opportunity to join our Channel Sales North team, which consists of 7 dedicated professionals covering all of New England and the Mid-Atlantic region in the United States and Canada. Our team is a close-knit group of individuals who are passionate about driving success and building strong relationships with our channel partners.

You will report to the Director of Channel Sales and have the flexibility to work remotely, with a focus on North America. While we value collaboration and face-to-face interactions, you will be required to go into the office as needed.

As part of the Channel Sales North team at Nutanix, you can expect travel requirements of approximately 10-15%, allowing you to engage with partners in person and strengthen our relationships across the region.

Your Role

  • Use relationship management techniques to develop selling opportunities with partners.

  • Work closely with sales management on development and execution of a sales strategy; stick to available resources and district sales objectives.

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

  • Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer happiness and collateral material development and distribution.

  • Schedule and attend sales call appointments with a prospect in partner organization.

  • Craft sales team alignment between partners and Nutanix account teams within the territory.

  • Establish short-term and long-term goals and quotas in line with corporate objectives.

  • Achieve monthly, quarterly and annual sales targets.

  • Identify needed resources for supporting sales strategy and develop a proposed budget for management review.

  • Be seen and treated by Nutanix channel partners as a trusted and valued resource.

  • Collaborate with the field marketing organization to plan, deliver and guide an effective communication and demand generation campaign for each focus partner.

  • Identify Nutanix customer references that can be utilized when reference selling.

  • Develop an account management plan to sell to customers based on their business needs.

  • Develop a ‘go to’ partner roster for each Nutanix sales team in your territory

  • Develop quarterly MDF/Funding spend budgets based on partner revenue targets

  • Interface directly with Field Marketing teams to develop territory specific plans for all geographies.

  • Use social media to bi-directionally promote and drive Nutanix and channel partnerships, goals and objectives.

What You Will Bring

  • Strong verbal and written communications skills including presentation skills.

  • Ability to work collectively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.

  • A strong understanding of the sales process and Channel Sales.

  • Experience with target account selling, solution selling, and/or consultative sales techniques.

  • An aptitude for understanding how technology products and solutions tackle business problems.

  • The ability to communicate with senior managers about their business challenges and Nutanix Webscale architecture.

  • As a top-tier, experienced professional, with a full understanding of industry practices and company policies and procedures, you will apply attained experience and knowledge to solve a wide range of issues in visionary and practical ways.

  • You can have your own account responsibility or work in a team.

  • You will contribute to the sales team efforts and positively influence decisions. May also act as a team leader and the main decision marker for the team.

  • Can develop a budget to support the enablement, marketing and promotion of the partner business plans.

The pay range for this position at commencement of employment is expected to be between USD $ 168,800 and USD $ 253,200 per year.

However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. 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. 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.

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