OEM & Alliances Sales Manager

Hungry, Humble, Honest, with Heart!

The Opportunity

Nutanix is looking for an OEM & Alliance Sales Manager based out of Bangalore. As an OEM & Alliance Sales Manager, you are responsible for selling and representing Nutanix through the OEM partner organizations, aligning and engaging with Key ISVs and Alliances while interacting directly with regional and corporate stakeholders to grow the India business. You will be working closely with the India Channel team, Sales and SE leaders.

Essential to success in this role is the ability to think strategically, to plan programs and drive execution to grow bookings and sales together with the OEM Sales and Marketing organization. This will be achieved shoulder to shoulder with the native Nutanix team in India and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position, you would be working very closely with the VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.

Sound like you? Read on.

Your Role

Responsibilities:

Drive revenue and bookings growth through the OEM & Alliance partners.

Operational Activities – Track/ Manage Deal Registration (DR), Cost Relief (CR), Review Forecast with OEM Teams & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level

Biz Dev Activities – Build & Execute Plans by Territories with OEM & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage North to extend coverage with OEM Inside Teams, Plan/ Execute Demand Gen Programs through MDF

Enablement Activities - Sales Teams & Storage Specialists

Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between OEM & Nutanix, Collaborate with Nutanix reps on maximizing Pipeline

Executive Coverage – weekly Meetings with partner Leaders, Sales Leaders (OEM & alliances), to update & identify the areas to grow the relationship

Build and strengthen the business relationship with current eco-system and new prospects together with the alliance partner and the Nutanix sales team.

Recommend and support marketing strategies to drive demand.

Provide status information to your manager including forecast/pipeline information for the business through the alliance partner.

Provide, or facilitate training opportunities for your alliance partner and relevant key channels.

Provide product feedback back to engineering to improve Nutanix solution for the alliance partner.

Train and enable relevant internal/external sales teams.

Provide, or facilitate training opportunities for your alliance partner and relevant key channels.

What You’ll Bring

Requirements:

Strong verbal and written communications skills including presentation skills.

Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Nutanix and the OEM partners.

Experience with go-to-market and route-to-market strategies, solution selling, and/or consultative sales techniques

An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.

Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.

Experience using SFDC and other CRM software. Proficiency and understanding of AI technology and tools is welcome.

Track record of exceeding assigned sales quotas in contiguous, multiple years.

Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.

Understanding of Virtualization technologies, Networking, Server, Storage, and Platform Performance/Sizing is preferred.

Ability to build and maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps).

Team and people management skills would be beneficial with experience building and motivating teams for hyper performance

Qualifications and Experience:

12+ years of sales and business development experience preferred.

Bachelor’s Degree or equivalent experience.