Channel Sales Manager

Channel Sales Sydney, Australia


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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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The Channel Sales Manager is responsible for developing and delivering channel programs and solution selling plans to our Distributors, Premier and Elite Partners in the Australia.

The Channel Sales 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 Australia. The role will be focused on driving partner business plans, enabling Disti-led partner enablement, and a mix between business solution selling and sales enablement.

Key responsibilities of the Channel Manager include:

  • Recruit, enable and drive new partners in Australia
  • Engage as part of the Channel team and regional sales and marketing team to meet and exceed the regional team's goals
  • Drive sales through partner led sales actions, partner management skills, and exceptional Partner focus on business solution selling.
  • Present Nutanix Solutions value proposition to our Partners, and assist/enable partners in field prospect meetings, demo’s and pocs.
  • Manage and deliver sales and technical enablement plans with our key Partners, tied to key measurables (NPSR and NPSE 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.

 Skills 

  • 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 business, marketing and technical resources at all levels of a Partner and field organization
  • Thorough understanding of solution selling techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals
  • 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
  • High level of channel sales and channel programs knowledge

Required Experience

  • Bachelor’s degree or equivalent experience
  • 15+ years prior Solution Selling, Channel programs, Channel management or Reseller experience in a high tech sales environment with a demonstrated track record of success in driving channels to accelerate end customer adoption of technology 

Preferred Experience

  • 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.