National Channel Sales Manager - Insight

Hungry, Humble, Honest, with Heart.

The Opportunity

As Channel Sales Manager, you are responsible for being a part of a team that fosters the relationship between Nutanix and our National partner, Insight across the US. This role will be responsible for specifically driving business on the western half of the US, working closely with our national Insight channel lead.

About the Team

At Nutanix, you will have the opportunity to join our Channel Sales Central team, which consists of 6 dedicated professionals covering a blend of regional partners and national partners. Our team is a close-knit group of individuals who are passionate about driving success and building strong relationships with our channel partners. This role will also be required to work closely with our lead National Channel Manager on Insight.

You will report to the Leader of Channel Sales Central and have the flexibility to work remotely. While we value collaboration and face-to-face interactions, you will be required to go into the Insight office 3 days a week when not in the field.

As part of the Channel Sales Central team at Nutanix, you can expect travel requirements of approximately 50%, allowing you to engage with Insight field teams in person and strengthen our relationships across the western region.

Your Role

• Closely aligning with the executive team to develop our brand within Insight.
• 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.

Work Arrangement

Remote: This position is primarily remote. There is no specific in-office requirement, however, there may be circumstances where you may be required to come into a local office for a specific purpose, and/or to travel to other locations based on business needs.

The pay range for this position at commencement of employment is expected to be between USD $ 175,200 and USD $ 262,800 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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Nutanix is 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 [email protected].