Senior Director, DBaaS Sales Leader (Global)

Sales North America, United States United States, United States Req.Num.: 22618


Senior Director, Database Solution Sales (Global)

Job Overview 

We are looking for an experienced, motivated, and entrepreneurial Worldwide Database Solution Sales Leader to join our Solutions Go-To-Market leadership team at Nutanix. In this role you will report directly to the Worldwide Head of Sales Strategy & Operations. This leader will be responsible for leading and managing sales specialists tasked in building and scaling a go-to-market strategy for Nutanix’s database solutions and capture the immense market opportunity

Nutanix Database-as-a-Service (NDB) enables small, nimble teams to easily manage hundreds to thousands of databases using a single console and API.  NDB simplifies development and operations without sacrificing control or flexibility, enabling developers to self-service and DBAs to focus on the most critical databases. Nutanix Database Service is an emerging and strategic product and is a focus product for the senior leadership team. NDB is one of the only true hybrid multi-cloud companies that can deliver cloud native services in Azure, AWS and on premises.

We are looking for a sales leader with relevant domain experience to develop, communicate, and scale a forward-looking sales strategy for Database as a Service, in-line with our positioning as a subscription and SaaS playerThis leader will be tasked with Nutanix’s growth in database as-a-service market business and deploy repeatable ways of selling. An ideal candidate is a relentless evangelist for NDB and has a demonstrated track record of growing new products in within the enterprise. The ideal candidate is both practical and strategic, rallying customers and sellers around a forward-looking vision and leading & empowering the sales team with actionable tactics and campaigns. #LI-AMER #LI-EMEA 

Key responsibilities

     Lead teams of global sales specialist and create and scale a sales growth engine for Nutanix Database as a Service (NDB); identify and address capability and business model gaps for Nutanix to succeed in this high-growth market.

     Own WW sales number, revenue targets, and sales projections. Increase Nutanix value delivered at customers, reduce sales cycle, and increase or ability to displace competition.

     Lead a team of highly skilled, seasoned sales specialists focused on enterprise, commercial and public sector accounts worldwideDirectly manages sales team of 14 sales specialists worldwide.

     Orchestrate large commercial deal structures with competitive knowledge, use case strategies, and expansion opportunities

     Collaborate with Alliances organization to build and activate partner ecosystem and skills to support the strategy

     Work with Product Management to create and deploy packaged offerings that will increase deal velocity and channel autonomy for NDB

     Drive GTM planning & alignment across key stakeholders.

     Coach and develop team in sales methodology, tactics and process rigor: business requirement discovery, opportunity qualification, win/loss analysis, systems & tools, etc.

     Partner with Revenue Enablement to build a scalable training model for generalist sellers - ensure every seller is clear on top problems Nutanix solve at customers in real life and where we are strongly differentiated from competition.

     Ensure timely and accurate revenue, customer and management reports using in-house systems, evangelizing the use of SFDC for forecasting requirements and prospect tracking. 

     Thought leadership represent Nutanix’s point of view on Database and the DBaaS market at industry events, partner with PR on media strategy, and source high caliber case studies and testimonials

About the team 

The Worldwide Solutions Sales organization is chartered with the growth and adoption of Nutanix’s multi-product solutions, and with incubating field capabilities for emerging technology assetsThe VP, Database Solution Sales will directly manage a small team of highly skilled, seasoned sales specialists focused activating and scaling Nutanix’s database solution sales worldwide. In this role, you will also indirectly manage a global team of technical specialists and solutions architects and will need to activate a broad coalition of cross-functional stakeholders in product management, marketing, engineering and alliances. This high-profile team has the mandate to scale and, with early success, there is strong desire from executive leadership to drive significant investment.

Requirements 

  • You have domain expertise - experience selling Database-as-a-Service solutions (examples: AWS RDS, Azure SQL, GCP Cloud SQL) or experience selling databases and/or database tooling and services ( MongoDB, Oracle, MySQL, Cloudera, etc.)
  • You have 10+ years of quota carrying sales and/or business development experience and 5+ years of high-level sales management experience in a fast-paced, highly competitive, ever-changing sales environment. 
  • You have extensive experience negotiating large deals with extremely complex terms, conditions, price pressures, and considerations. 
  • You have experience selling new technologies with a focus on product adoption and expansion.
  • You have a proven ability to work effectively with and across all levels of business and IT contacts within large and complex organizations. 
  • You are a humble leader with a bias for action.
  • You are someone with an entrepreneurial spirit with an affinity for collaboration and teamwork. 
  • You are a self-starter who takes initiative, works with limited direction, and has experience with companies pursuing and undergoing rapid growth. 
  • You have a Bachelor’s Degree (or equivalent work experience); MBA preferred.
  • Ability to travel up to 50% (domestic and international)

Does this sound like you? Let’s talk!


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