Director/Sr. Manager, Business Development

Business Development San Jose, California Req.Num.: 4898

Hungry. Humble. Honest.

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.

Nutanix employees enjoy some amazing benefits and perks: healthcare, plenty of snacks, employee (and family) events, world renowned speakers, training and development, and much more. See what life is like at Nutanix by following us on Twitter: @NutanixCareers and Instagram: @Nutanix

Director/Sr. Manager, Business Development
Location: San Jose, CA
The Role
To maintain momentum and to accelerate growth, Nutanix is expanding its Business Development team. This is a high profile position that will be tasked with global responsibilities to help drive forward the Nutanix strategy. 
This person will be primarily responsible for building & growing Nutanix’s SW Partner strategy on leading HW platforms. For e.g. earlier this year, Nutanix made its software available on Cisco’s servers - This is a critical role for the company, and a significant opportunity to shape the growth of Nutanix. We are looking for a true leader that can drive results, build internal consensus, and is focused on execution. 
Responsibilities will include:

  • Develop an overall vision, strategy, and execution plan for the SW Partner strategy.
  • Build and execute the right strategic alignment between Nutanix and the channel to create go-to-market programs, solutions development, field enablement and technical alignment. 
  • Identify key areas of alignment between Nutanix & HW Vendor, focused on specific industries or target growth markets & solutions offerings.
  • Evangelize Nutanix to key stakeholders at all levels of the HW Vendor and the channel
  • Project management, and responsibility to involve all relevant stakeholders (e.g., Sales, Marketing, Engineering, Product Management, Operations, Services, etc.) and decision makers.
  • Coordinate negotiations of technology & business agreements with technology partners, and other ecosystem partners.
  • Establish and track key success metrics.

The Candidate
The candidate will be a seasoned business development professional with an established track record of developing strategic partnerships and generating value. The candidate should have a strong technical foundation, including an in-depth working knowledge of the enterprise software and datacenter infrastructure spaces and ideally exposure and experience with Hyperconverged solutions. The candidate should be an energetic, decisive professional with a high-energy approach. The candidate will leverage existing business relationships at key HW vendors to drive growth and will constantly look for opportunities to position Nutanix for success. The Director of Business Development should have the following:


  • 10+ years’ experience in developing technology partnerships in enterprise software, virtualization, storage and/or data center spaces, including a deep network of contacts in these spaces. Prior experience at Cisco or a partner is desirable. Experience with a major server OEM is a bonus.
  • Proven ability to successfully build strong relationships with partners
  • Exceptional communications & selling skills
  • A structured thinker with superior writing, presentation, and problem solving skills.
  • Well apprised of major industry trends relevant to Nutanix including converged infrastructure systems, SAN/NAS storage systems, software defined data centers, big data, virtualization, etc.
  • Ability to manage multiple projects at the same time, determine project urgency and execute detailed action plans; ability to collaborate effectively with Sales, Engineering, Marketing and Legal.
  • A true self-starter who can quickly assess business requirements and become a trusted and integral part of the Nutanix team.
  • Highest level of personal and professional ethics and integrity.
  • Hands-on, and “does what it takes” attitude to drive success.
  • Mature and confident, with the executive presence to effectively represent the company externally, and bring enhanced credibility to Nutanix.
  • Start-up experience or other similar business-building experience within a larger company that demonstrates an entrepreneurial mindset.
  • MBA or equivalent experience is desired. Degree in Computer Science, Engineering or related field or equivalent technical experience preferred.

The scope of responsibilities for this role is global, and travel (domestic & international) will be required. 
A comprehensive competitive compensation program will be tailored to the chosen candidate. Compensation will consist of a competitive base salary, a variable performance bonus, equity, and a comprehensive benefits program.



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.