Senior Director, Global Cloud Sales Economics
- Partner with Nutanix sales leadership to identify target customers and prospects that are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models.
- Deliver on annual OKRs for # of Cloud Economist engagements, win rates, and large deal bookings contribution. Ensure proper return on investment from the team.
- Responsible for developing and executing large deal strategies within the Americas theater.
- Attract, hire, develop, and retain top talent on the Cloud Economist team.
- Serve as an expert on subscription and financial selling within the theater.
- Partner closely with deal desk on deal construct, pricing policy, andcommercial terms to be used. Ensure the Cloud Economist team is proficientin executing within policy in the field.
- Provide leadership and framework for business value discussions withcustomers and prospects consisting of TCO analysis and ROI calculation ofNutanix Cloud Platform as compared to public cloud and other alternatives.
- Provide enablement to sales teams on how to best leverage Nutanixpurchasing frameworks, licensing transitions, and sales programs.
- Demonstrate Nutanix's values of Hungry, Humble, Honest and with Heart withyour team, the broader organization, and our customers.
- Ensure Americas Cloud Economist team engagement data is up to date inSalesforce and other tracking tools.
- Provide reporting on Cloud Economist engagements, expected deal size andtiming, and forecast for team contribution.
- Design and communicate strategies for creating pipeline for large deals and aconsistent process for customer engagement through the sales cycle.
- Leverage onshore, nearshore and offshore resourcing models effectively.
What You Will Bring
- 20+ years of relevant experience in technology sales, subscription selling a plus.
- 10+ years leading a sales or consulting team.
- Extensive experience proposing and winning large technology deals.
- Experience with Customer Executive level engagement and discussion, extensive C-level engagement a plus.
- Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, FinOps, Financial Analyst roles).
- Knowledge of financial budgeting practices, capital vs. operating expense, financing, and software purchasing frameworks.
- Experience with general financial analysis principles such as Discounted Cash Flow, Net Present Value, ROI.
- Ability to work in a fast-paced environment with cross-functional teams,leveraging company resources to drive sales and solve customer challenges.
- Comfortable in a self-directed role with autonomy to build your brand while stillconforming to goals and objectives of the team.
- Strong communication, time management, problem-solving skills.
here www.nutanixbenefits.com
- Previous Professional Role Highlights – VP Worldwide Deal Support And Order Management.
- Biggest Professional Win – Micron.
- Biggest Personal Win – Various charitable roles over the years.
- Who You're Hoping to Find in this Search – an A-player who can drive asecular shift in our ability to transact large and complex deals and who is a fantastic additional to our awesome company culture.What The Team Says
Include quotes from your current team about your leadership style or overall team culture.
Global roles are very flexible. Home office, workplace, and international locations all work. The most important thing is to get the job done.
The pay range for this position at commencement of employment is expected to be between $354,000 and $531,000 / 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.
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The Equal Employment Opportunity Policy is to provide fair and equal employment opportunity for all associates and job applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability. Nutanix hires and promotes individuals solely on the basis of their qualifications for the job to be filled.
Nutanix believes that associates should be provided with a working environment that enables each associate to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, religion, national origin, gender, sexual orientation, age, marital status or disability.
We expect and require the cooperation of all associates in maintaining a discrimination and harassment-free atmosphere.