Channel Sales Manager - Central Germany (M/F)

Channel Sales Frankfurt, Germany

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Our values form the foundation of who we are and how we operate every day around the world. They show up in our ambition to achieve our dreams, our courage to do what matters, and our tenacity to keep customers happy. At Nutanix, we prize those unique individuals who demonstrate empathy, respect differences, and appreciate others. If you’re authentic, credible and transparent—someone who walks your talk and thrives on collaboration—we want you to join our team!

Be a part of building a company that is truly leading an IT revolution. We make infrastructure invisible, elevating IT to focus on the applications and services that power their business. Led by Dheeraj Pandey, one of CRN’s “Top 25 Innovators of 2016,” Nutanix welcomes big thinkers and budding entrepreneurs, those who are unafraid to take on seemingly impossible challenges and interested in learning how to build a business along the way.

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Job Description 


The Channel Manager Germany - Central is responsible for developing our partner Eco-System and delivering sales results through those partners.


The Channel Manager is a high impact, very prominent role responsible for establishing Nutanix as an innovative technical and business leader in the channel and for helping close a growing number of transactions within his region. The role will be primarily commercial, with a strong focus on the healthy mix between sales, technical and business solution selling, sales enablement and relation building.



  • Enable, develop and drive existing and new(er) partners in the CEUR region.
  • Engage as part of the Channel team and regional sales and marketing team to meet and exceed the regional team's sales goals
  • Drive and help close deals together with sales team at channels in the region.
  • Drive sales through technical expertise, account management skills, and exceptional Partner focus on the technical level and business solution selling.
  • Present Nutanix Solutions value proposition to our Partners, and assist/enable partners in field prospect meetings, demo’s, offers and closing.
  • Manage and deliver technical enablement plans with our key Partners, tied to key measurables (sales & engineering certifications)
  • Demonstrate Nutanix solutions as part of the ongoing development of Partners
  • Identify and collaborate with partners around solution bundles for various verticals: VDI, Private Cloud, DR, Big Data, Health Care, Education, etc.
  • Collaborate with CEUR and EMEA channel and marketing leadership, and regional Field leadership and resources to develop content to better help enable the Channel



  • Proven social network and personal business relations in relevant channels through the region.
  • Thorough understanding of one or more of the following areas: 
  • Application Virtualization
  • Server Virtualization
  • Networking, Storage, and Platform Performance/Sizing.
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of a Partner and field organization (Business owners, Sales reps and sales engineers).
  • Thorough understanding of sales techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.
  • Ability to assist and train partner technical resources to run demos and offers for end users
  • Forecasting on channel sales pipeline and delivering sales results through the channel
  • Flexible, dependable, self-starter, and capable of quickly learning new products and technologies
  • Excellent oral and written communications skills, as well as excellent presentation skills
  • Ability to travel within Central Europe.
  • High level of specialized sales and product solution knowledge


Required Experience

  • Bachelor’s degree or equivalent experience
  • 5-8 years prior Sales experience, solution selling or channel development and management experience in a high tech sales environment with a demonstrated track record of success in driving customer adoption of technology and reaching channel sales goals 


Preferred Experience

  • Direct professional experience with VMware, Microsoft or Citrix virtualization solutions.
  • Experience selling servers, storage hardware, networking or virtualization

Nutanix is an equal opportunity employer.

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.