Service Provider Offering Development Manager

Channel Sales San Jose, California Req.Num.: 4941

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Job Summary 

As an area level SP Offering Development and Sales Manager, you will utilize strong management and sales competencies to set priorities and develop account strategies for several in region SP account managers. This challenging and high-visibility position provides leadership and matrix management oversight into the SP market segment. Reporting into headquarters but based in the field, you will have revenue responsible for the rollup of several SP accounts. While balancing revenue attainment needs, your focus will be on the “design win” or “sell through” business with the end goal of creating a “pathway” or channel for Nutanix based managed services.  As is typical with start-ups, this role goes beyond a traditional function – you must have the ability to act independently in an unstructured environment, operate proactively and have a passion/appreciation for the vision and mission of the company.  You will need to develop long-term strategies and shorter term plans to meet aggressive revenue goals. You will need to prioritize resource allocation from headquarters. You must be extremely results driven, have the ability to manage and work well in a matrix organization, be skilled at building internal as well as customer relationships, and be a subject matter expert on all business related things SP.


  • Create mindshare and enable new & existing SP partners to position & sell Nutanix
  • Develop new managed services and as a service offerings based on Nutanix.
  • Execute a design win sales process from discovery, solution, pricing, negotiation, and close; meet/exceed SP Sales Quota; act as Sales Manager for SP opportunities
  • Be a focal point for design win pursuits with SPs that have multiple design centers that span regions, possibly countries.
  • Connect customers, sales reps and other partners to SP Partners who offer Nutanix as a service. Understand the SP’s value proposition and Nutanix’s selling strategy for multiple large SP accounts.
  • Create and execute individual GTM SP Sales plans for various SP Partners who launch a services with a Nutanix; recommend marketing strategies, co sell with partners to drive booking results
  • Collaborate with direct sales, other Offering Development, marketing, product management and engineering to facilitate new programs, offerings, and initiatives to drive SP success


  • 8-10 years of strategic experience selling to SPs; established contacts within the SP community; strong understanding of MSP finance profiles and compensation models; expertise selling managed service offering and/or as a service models.
  • An aptitude for understanding how technology products and solutions solve SP business problems as well as the competitive landscape. 
  • Strong self-starter who is a team player and can work independently; passion to be on a team with the vision to radically change and innovate our SP go to market approach.
  • Proven ability to successfully manage sales people to a quota in a matrix organization while delivering value and managing the business amongst sometimes competing agendas.
  • BS or BA in a technical or business discipline or equivalent experience

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.