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Senior Sales Specialist, Department of Defense

2 months ago

Columbus, Ohio, United States Nutanix Full time

Sr. Sales Specialist, Department of Defense

Nutanix Unified Storage (NUS)

Hungry, Humble, Honest, with Heart

The Opportunity

Given the explosive growth and proliferation of data in the Cloud and at the Edge, driven by Cloud adoption and digitization, the market opportunity for Unified Storage is huge. We expect the addressable market for Nutanix to reach $8bn by FY25.

As the Sr. Sales Specialist, Department of Defense - Nutanix Unified Storage (NUS), you will be a solution sales leader within the Nutanix Unified Storage business unit working with our DoD sales organization to drive business with our most important customers. Furthermore, you will engage the expansive Nutanix partner network to grow new pipeline and partner sales for NUS.

Consequently, for the first time in its 13-year history, Nutanix is building a Specialist Sales organization, focused on NUS (Nutanix Unified Storage). Nutanix has a market leading offering, one of the only true unified solutions to manage Files, Block and Objects storage in the Cloud, at the Edge and on prem in a consistent way to ensure high performance, consistent, fast, secure, and easy access to customers' data wherever and whenever they need it. We have already signed numerous multi-PB Enterprise NUS deals across the world.

The Sr. Sales Specialist, Department of Defense - Nutanix Unified Storage (NUS) will be supported by our existing Systems Engineers (pre-sales technical team) as well as an extended team of field, channel, and consulting resources to help demonstrate and prove our solutions and to achieve/exceed quarterly Nutanix NUS sales and usage/consumption targets in your assigned region. Being part of this team will allow you to maintain and develop your deep storage sales expertise across Nutanix and non-Nutanix technologies.

Core Responsibilities

  • To segment the market and ensure appropriate coverage to achieve Nutanix NUS sales DoD market leadership.
  • To drive pipeline generation through Marketing, Channel and Field activation tactics in your assigned region leveraging contract vehicles and distribution partners
  • To be the sales leader in shaping customer decisions to buy and adopt Nutanix NUS, serving as a Solutions Sales Specialist and trusted advisor for end customers, field, and Channel Sales teams.
  • Design and plan for implementation for Nutanix NUS solutions by leveraging Product experts, Solution Architects and Nutanix Services.
  • Lead TCO and ROI conversations with customers and field teams as opportunities progress from through the sales and RFI/RFP/RF cycle.
  • Own the sales revenue targets for Nutanix NUS in your assigned region and work alongside field sales teams to grow the Nutanix NUS business.
  • Influence Nutanix NUS strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers encountered.
  • You will be a thought leader in the Storage space. You lead by participating in internal Nutanix communities and in broader industry events.

What You Will Bring

  • You have 5+ consistent years of successful quota carrying software sales experience in a fast-paced, highly competitive, ever-changing Public Sector sales environment. Preferred, including selling into DoD Programs.
  • Sales experience with Storage, Back Up, or Data Security
  • You have a deep understanding of the changing environment within the DoD market and how the drive for simplicity, cloud-first strategies, and cost savings can be used to build positive relationships and deliver significant sales success.
  • You have extensive experience with the DoD contracting process and experience in providing data service in classified and secure facilities
  • You have a track record of meeting and exceeding assigned sales quotas in multiple, continuous years.
  • You are someone with an entrepreneurial spirit with an affinity for collaboration and teamwork and can thrive in a start-up format inside a larger company.
  • You are a highly trusted individual who maintains and expects a high standard for yourself and your team.
  • You are a self-starter who takes initiative, works with limited direction, and has experience with companies pursuing and undergoing rapid growth.
  • Job may require up to 40-50% of travel.

About us

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 (see below) .

How We Work? Remote

The pay range for this position at commencement of employment is expected to be between USD $275,600 and USD $413,400 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 (see below)