Cloud Economist / Client Strategy Sales Account Manager (Remote)

Sales - EMEA Paris, France Nantes, France Dunkerque, France Toulouse, France Nice, France Marseille, France Lyon, France Bordeaux, France Lille, France Req.Num.: 10770


Who are our employees?

We’re an eclectic group of 4,000+ dreamers, believers and builders, operating in over 40 countries. We’re Hungry. Humble. Honest. With Heart. The 4H’s: these are our core values and the DNA of our company. They help drive our employees to succeed, to strive to be better, to learn from every experience. Our employees are encouraged to have spirited debates and conversations and to think with a founder’s mindset. This means we’re all CEO’s of the company and, as such, make the best decision every day that aligns with our company goals. It’s through our values, our conversations and mindsets that we can continue to disrupt the industry and drive innovation in the market.

Who are we in the market?

Nutanix is a global leader in cloud software and hyperconverged infrastructure solutions, making infrastructure invisible so that IT can focus on the applications and services that power their business. Companies around the world use Nutanix Enterprise Cloud OS software to bring one-click application management and mobility across public, private and distributed edge clouds so they can run any application at any scale with a dramatically lower total cost of ownership. The result is organizations that can rapidly deliver a high-performance IT environment on demand, giving application owners a true cloud-like experience. Learn more about our products at www.nutanix.com or follow us on Twitter @Nutanix.

Job Description

The Cloud Economist is responsible for working with Nutanix Reps, SEs and Partners to provide clients with financial/business justification for implementation of Nutanix Enterprise Cloud. By taking clients through the financial modelling process, the Financial Engineer helps them realize the game-changing ability of Nutanix to transform their experience of managing IT and the impact on their business.

IDC’s 2010 Client Experience Survey showed that IT executives rank the Business Value Assessment higher than the Technical Assessment and Vendor Relationship when making IT decisions. The Analyst is a high impact, very prominent role responsible for establishing Nutanix as an innovative technical leader for enterprise and closing enterprise transactions within assigned territories.

Clients aim to reduce their license costs by leveraging discounts and pricing options exclusive to Enterprise Purchase Agreements (EPA). An EPA provides Clients the platform to simplify and to accelerate the implementation of new IT projects. The Cloud Economist is responsible for working with Nutanix Reps, SEs and Partners to provide clients with Enterprise Purchase Agreements (EPA) and NTE.  In the discussion with Clients about their future projects the Cloud Economist takes the clients through the details of the EPA and negotiates the volume and pricing. He/she helps the account team to close the EPA agreements and to secure clients future IT projects for Nutanix.

According to IDC, 68% of the decision makers say that financing capabilities influences their choice of an IT vendor. And, 48% declare they would buy earlier with a 0% or low rate financing proposal. Financial solutions such as operate lease / financial lease, SW subscription models and used IT brokerage supports Clients accelerating their purchase decision. The Cloud Economist is responsible for supporting Clients in their decision for the most beneficial financing option. He/she uses the programs of our financial services partners and the tools provided by Nutanix to help Sales teams closing the deal as forecasted and to potentially increase the PO.  

Responsibilities

  • Working with Nutanix and Partner reps to identify which accounts make sense for an EPA.
  • Working with Clients to customize the right EPA contract term and volume, which both Clients and Nutanix benefit from.
  • Helping Global Deal Desk to understand the structure and economics of the EPA.
  • Helping Clients with the most beneficial financial solution to accelerate the procurement process and to overcome budget constraints.
  • Helping clients understand the economics of Nutanix Web-scale and assist in clarifying the type of modelling engagement (i.e. ROI or TCO) that will be most beneficial for them.
  • Helping clients understand the benefit of taking a big-picture approach to the financial modelling exercise.
  • Working with clients on an iterative basis to arrive at financial results that are acceptable (and hopefully compelling) to the decision-makers.
  • Follow up the financial modelling engagements to help ensure the initiatives are successfully closed.
  • Follow up the financial modelling engagements to help ensure the initiatives are successfully closed. 

Skills

  • An ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis.
  • An ability to incorporate financial selling, strategic selling, solution selling and business value selling into the financial modelling process.
  • An ability to grasp the technical requirements for both Nutanix and competing solutions.
  • Excellent oral and written communications skills, as well as excellent presentation skills including to C-level personnel and other executives.
  • Ability to travel
  • High level of specialized sales and product solution knowledge

Required Experience

  • Bachelor’s degree or equivalent experience
  • 3 - 8 years prior Financial Engineering/Business Value Consultant experience in a high tech sales environment with a demonstrated track record of success in driving client adoption of technology
  • MBA a plus

Preferred Experience

  • Experience in selling financial solutions, SW, servers, storage hardware, or networking.

 

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.