OEM Sales Manager - ANZ

Sales - APAC Sydney, Australia Sydney, Australia Req.Num.: 11104


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 Summary 

Nutanix is looking for an OEM Alliance Sales Manager for ANZ. As an Alliance Sales Manager, you are responsible for selling Nutanix through our OEM partners and interacting directly with regional sales teams. You will be working closely with the ANZ Channel team and ANZ sales and SE leaders.

Essential to success in this role is the ability to drive bookings and sales growth together with the OEM Sales and Marketing organization. This will be achieved shoulder to shoulder with the native Nutanix team in the region 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 co-founders, 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 OEM Teams & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level
  • Biz Dev Activities – Build & Execute Plans by Territories with OEM & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage North to extend coverage with OEM Inside Teams, Plan/ Execute Demand Gen Programs through MDF
  • Enablement Activities - Sales Teams & Storage Specialists
  • Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between OEM & Nutanix, Collaborate with Nutanix reps on maximizing XC Pipeline
  • Executive Coverage – Monthly Meetings with Storage Leaders, Territory Sales Leaders (OEM) , Storage & ISG head for ANZ 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.
  • Recommend marketing strategies to drive demand.
  • 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 OEM partners.

·         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 OEM partners and field organization (Sales Engineers and Sales reps).

 
Qualifications and Experience:

·         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 OEM partners 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.