Channel Sales Account Manager

Sales - APAC Tokyo, Japan Req.Num.: 4343


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, employee 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

About Nutanix

Nutanix delivers invisible infrastructure for next-generation enterprise computing, allowing IT to focus on the applications and services that power their business. Our software-driven Xtreme Computing Platform natively converges compute, storage, and virtualization into a single solution to drive simplicity in the datacenter. Using Nutanix, customers benefit from predictable performance, linear scalability, and cloud-like infrastructure consumption. Learn more at www.nutanix.com and follow us on Twitter: @nutanix.

Founded in 2009, and having sold our first product in 2011, Nutanix has experienced tremendous growth. We have completed 5 rounds of funding, totaling $312 million. In just 6 years, we have sold our product in 45+ countries and have grown to more than 2,000 employees.


Job Summary 

Nutanix is looking for a Channel Sales Account Manager in Japan. As an Channel Sales Account Manager, you are responsible for selling Nutanix  Products and Solutions through the assigned partner and interacting directly with Japan sales teams. You will be working closely with the Japan High-Touch sales and SE leaders.

Essential to success in this role is the ability to build strategic partnership with existing and new Nutanix channel sales partners and to maximize growth of Nutanix products and solution selling thru such partnership. This will be achieved shoulder to shoulder with the native Nutanix team in Japan and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the stake-holders in Japan, VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.


Responsibilities:

  • Drive revenue and bookings growth through the alliance partner.
  • Operational Activities – Track/ Manage DR, CR, Review Forecast with Nutanix channel partners & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level
  • Biz Dev Activities – Build & Execute Plans by Territories with Channel Partners & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage channel partners sales force to reach out to the customers beyond reach of Nutanix native sales force.
  • Enablement Activities - Channel Partner Sales Froce in collaboration with Nutanix sales teams
  • Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between channel partners & Nutanix, Collaborate with Nutanix reps on maximizing sales Pipeline
  • Executive Coverage – Periodical Meetings with executives from key channel partners to update & identify the areas to grow the relationship
  • Help alliance partner to respond to strategic RFP's and follow up with prospects.
  • Develop an account plan to sell to alliance partner customers based on their business needs.
  • Build and strengthen the business relationship with current accounts and new prospects together with the alliance partner and the Nutanix sales team.
  • Provide status information to your Manager including forecast/pipeline information for the business through the alliance partner.
  • Provide, or facilitate training opportunities for your alliance partner and relevant key channels.
  • Provide product feedback back to engineering to improve Nutanix solution for the alliance partner.
  • Train and enable relevant technical and sales teams.
  • Understand and help with basic architecture, design, RFP reply and product demonstrations.
  • Provide, or facilitate training opportunities for your alliance partner and relevant key channels.


Requirements:

  • Strong verbal and written communications skills including presentation skills.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Nutanix and the alliance partner.
  • Experience with target account selling, solution selling, and/or consultative sales techniques
  • An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.
  • Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.
  • Experience using SFDC and other CRM software.
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.
  • Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.
  • Has strong technical storage background, preferably have worked for a tier 1 storage vendor. 
  • Application Virtualization (Citrix,…)
  • Server Virtualization (Vmware, Microsoft, KVM,…)
  • Networking, Server, Storage, and Platform Performance/Sizing.
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the alliance partner and field organization (Sales Engineers and Sales reps).


Qualifications and Experience:

  • 7 to 10+ years of sales and business development experience preferred.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the alliance partner and field organization (Sales Engineers and Sales reps).
  • Bachelor’s Degree 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.