Senior Subscription Account Manager

Hungry, Humble, Honest, with Heart.

The Opportunity

Do you love technology? Are you ready to transform the way companies work? If you have a
passion for Enterprise Cloud Technology and a vision for the future of business; we want to
talk with you.

Nutanix (NTNX) is looking for a dynamic Senior Subscription Account Manager to deliver
exceptional customer service and improve customer retention and subscription renewals for
Nutanix customers. As a Subscription Account Manager, you will advise our customers on
maximizing the value from a wide array of Nutanix solutions, while playing a key role in helping
us realize our revenue goals, including working closely with your peers in our regional sales
organization and Renewal Quote Representatives to maximize the renewal revenue and
renewal rate. Your day-to-day will include collaboration and coordination with our Field Sales
Account Managers, and Systems Engineers to focus on the overall adoption and utilization of
your existing portfolio to provide an ongoing best-in-class customer experience.

We enable your success through personalized onboarding. In 6 months, you will be
comfortable with the tools and processes, built positive relationships with your internal and
external ecosystem and be able to define a customer engagement plan aligned with your
Nutanix account team for your dedicated territory. We are confident that within your first year youll have developed strong relationships with our customers. Youll be driving the design of tailored optimization plans driven by your comprehensive understanding of their unique needs & challenges. Working as a collaborative,
strategic partner youll advise them in how to maximize their utilization of Nutanix Solutions to
positively impact their day-to-day business, and year end bottom line.

About the Team

At Nutanix, the Subscription Account Management team based in Raleigh-Durham embodies a collaborative and dynamic work culture. The team is made up of talented individuals who are passionate about delivering exceptional service to our customers. With a focus on teamwork and shared success, the Subscription Account Management team thrives in an environment that values collaboration and innovation. Despite being mostly based in Raleigh-Durham, the team works seamlessly across locations, leveraging technology to stay connected and deliver outstanding results.

You will report to the Manager, Subscription Account Management who is dedicated to providing mentorship and guidance to help you excel in your role. As part of a hybrid work setup, you will have the flexibility to work remotely some days, with just three days required in the office to engage with your colleagues and collaborate on projects. This balance allows for a mix of independent work and team interaction, ensuring that you can focus on delivering top-notch service to our customers while also enjoying a flexible work environment.

Your Role

• Maintain a consistent cadence of client-facing activities designed to increase product
  adoption, deliver value to the customer, and increase the likelihood of renewals,
  including (i) Preparation and delivery of progress checks for renewal customers, (ii)
  License activation workshops, (iii) Commercial reviews, all of which are designed to
  drive the increased success of renewals.
• Present Progress Check-Ins developed with Customer Systems Engineers to drive
  customer conversations surrounding adoption, support cases, license expiration, etc.
• Manage the full renewal opportunity and all related forecasting activities
• Develop strategic long-term plans with customers
• Project and manage adoption and implementation plans
• Work cross-functionally with the Sales Organization, Systems Engineering, and
  Renewal Quoting to provide a holistic customer experience, including escalating any
  potential up-sell/cross-sell opportunities found through client interactions to field
  account teams
• Work with Account teams and internal resources to negotiate and address customer
  objections as they arise
• Report customer feedback and advocate customer needs in the Nutanix ecosystem
• Coordinate the resolution of post-sale implementation issues together with the
  Engineering and Services team.
• Proactively coach team members on best practices to ensure the success of the team
  and every customer
• Plans executive engagement with theatre leads

What You Will Bring

• 4 to 6 years of experience in software sales and customer adoption, retention,
  renewals
• Bachelor's degree or equivalent
• Experience and successful track record with renewal and recurring revenue model
• Experience connecting customers' business objectives with necessary technologies to
  achieve them; Knowledge of technologies such as virtualization, storage, servers,
  Cloud, and networking is preferred
• Experience and successful track record of overachieving in a metrics-driven
  environment will prepare you for our environment.
• Strong analytical and organizational skills
• Strong customer relationship development skills; passionate about customer success
• Solid sales instinct with excellent presentation and negotiation skills
• Creative problem solving under pressure when working through customer issues.
• Exceptional verbal and written communication, prioritization, and time management
  skills
• Self-motivated but also a team player
• High energy, drive, and sense of responsibility
• Ability to adopt the approach of continuous improvement and actively contribute to the
  process and procedure of the team.

Work Arrangement

Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. In locations where our workplace policy applies (i.e. San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney and Tokyo), employees are expected to work onsite a minimum of 3 days per week to foster collaboration, team alignment, and access to in-office resources. Workplace type may vary based on location and team requirements. Please speak with your recruiter for details. Additional team-specific guidance and norms will be provided by your manager.

The pay range for this position at commencement of employment is expected to be between USD $ 101,400 and USD $ 202,800 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.

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