EMEA Sales Leader - Nutanix Database Services (NDB)

Sales - EMEA London, United Kingdom Req.Num.: 21145


This is an EMEA Leadership role and can be based in a number of our current EMEA countries: Belgium, Denmark, Finland, France, Germany, Ireland, Italy, Netherlands, Norway, Saudi-Arabia, Spain, Sweden, Switzerland, UAE, United Kingdom. Extensive travel may be required.

 

Job Description and Market Opportunity

Given the proliferation of Databases with the explosive growth in data, Cloud and digitization, the market opportunity for DBaaS is huge. Gartner is forecasting the database market to reach $125B in 2025. About 70% of this is related to DBaaS – the market we are addressing through our Nutanix Database Service offerings (NDB).

Consequently, for the first time in its 12 year history, Nutanix is building a Specialist Sales organisation to compliment the core sales team, focused on NDB. Nutanix has a market leading offering, one of the only true multi-hybrid Cloud DBaaS solutions in the market and we have already signed numerous multi-million $ Enterprise NDB deals across the world.

Job Summary

As EMEA Sales Director for Nutanix Database Service (NDB), you will be the EMEA Sales leader for our NDB (formerly known as Era) business unit working with our enterprise sales organization to drive business with our most important customers. You will work within an extended team of sales, technical, partner and consulting resources to help drive pipeline at customers and prospects and to achieve/exceed quarterly NDB pipeline, sales and adoption targets in the EMEA Theatre. Since this is the first time we have invested in a Specialist Sales team for NDB, we are looking for a Sales Leader who is a Builder - a key part of the role will be hiring some of the specialist sellers and building the go to market in the field and the ecosystem, supported by the EMEA SVP, COO and the NDB General Manager and Global Sales organisation.

Responsibilities

  • To hire any remaining open headcount in EMEA to build a world class Specialist NDB Sales Team
  • To segment the market and ensure appropriate coverage to achieve Nutanix DBaaS market leadership
  • To achieve quarterly NDB bookings goals
  • To drive pipegen through Marketing, Channel and Field activation
  • To ensure successful adoption of NDB licenses post sale.
  • To manage the weekly forecast review process, ensuring appropriate qualification of the Why Anything, Why Now and Why Nutanix for NDB opportunities.
  • To lead deal reviews and to follow our MEDDPICC sales methodology.
  • To be Exec sponsor on our strategic customers and NDB deals
  • To continuously educate oneself to upskill in NDB and the wider Database market, as well as continuing to build your leadership skills.
  • To influence NDB roadmap and strategy by providing feedback to product marketing and engineering on current and future product requirements and sales blockers encountered.
  • You will be a thought leader in the DBaaS and Database space by participating in internal Nutanix communities and in broader industry events.

Preferred Requirements

  • 10+ years of experience in Database Solutions Sales and Sales Leadership and/or relevant Software sales/leadership experience
  • Must be able to thrive in a fast-paced, ever-adapting environment, working with cross-functional teams and leveraging company resources to drive sales using a combination of top-down and bottom-up tactics.
  • Experience growing products from early adopter customers to established strategic partnerships
  • Experience with AWS, Azure and/or Google native database solutions, as well as with Oracle, SAP, MongoDB, Postgres, SQL and/or other virtualized database solutions.
  • Sales experience with Database solutions
  • Job will likely require extensive travel.

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