Subscription Account Manager
”Hungry, Humble, Honest, with Heart.”
Nutanixは、あらゆる場所のあらゆるアプリやデータを実行・管理できる単一のプラットフォームを提供する、ハイブリッドマルチクラウドのグローバルリーダーです。インフラストラクチャの複雑さを排除するだけでなく、エンタープライズにおけるAI（人工知能）の活用やクラウドネイティブな開発を強力に後押しし、お客様がITの運用管理から解放され、ビジネスのイノベーションに集中できる環境を実現しています。
私たちは「Hungry, Humble, Honest, with Heart（ハングリーに、謙虚に、誠実に、そして心を込めて）」というコアバリューを胸に、常に学び、チームで協働しながらお客様の成功に貢献しています。
ポジションの魅力・ミッション
Nutanix（NTNX）では、お客様に卓越した体験を提供し、継続利用やリニューアルの向上に貢献する「サブスクリプション・アカウントマネージャー」を募集しています。本ポジションでは、Nutanixの多様なソリューションを最大限に活用いただくためのアドバイスを行い、売上目標の達成に重要な役割を担っていただきます。特に、地域の営業チームやリニューアル担当と密に連携し、リニューアル率および収益の最大化を目指します。
日々の業務では、営業担当やシステムエンジニアと連携し、担当顧客の製品活用と導入効果を高め、継続的に高い顧客体験を提供していきます。
入社後は個別に設計されたオンボーディングにより成長を支援します。6ヶ月後にはツールやプロセスに習熟し、社内外の関係者との信頼関係を築きながら、担当テリトリーにおける顧客エンゲージメント計画を策定できるようになります。1年以内には顧客との強固な関係を構築し、それぞれの課題やニーズを深く理解した上で最適化プランを提案できる状態を目指します。戦略的パートナーとして、Nutanixソリューションの活用を最大化し、日々の業務改善や業績向上に貢献していただきます。
チームについて
Nutanixのサブスクリプション・アカウントチームは、製品活用の促進、リニューアル、顧客維持、売上成長の加速を担う組織の一部です。社内のグローバル営業、マーケティング、チャネル、サポート部門と密接に連携するだけでなく、地域の顧客・パートナー・ディストリビューターのネットワークともつながることができます。
働き方
本チームはハイブリッド勤務を採用しており、自宅とオフィスを柔軟に使い分けることが可能です。オフィスはモダンで快適な環境が整っています。チームイベント等での出張はありますが、通常は週次ミーティングや日々のチャットを通じて連携しています。
主な業務内容
- 顧客向けの定期的な活動を通じて、製品活用の促進、価値提供、リニューアル率向上を実現
（進捗レビュー、ライセンス活用ワークショップ、商談レビューなど） - システムエンジニアと共同で作成した進捗レポートを基に、導入状況やサポート、ライセンス期限などの観点から顧客との対話を推進
- リニューアル案件の全体管理および予測（フォーキャスト）
- 顧客との中長期的な戦略立案
- 導入および活用促進計画の策定・管理
- 営業、SE、リニューアル担当と連携し、顧客体験の最適化を推進
（アップセル／クロスセルの機会があれば営業チームへ連携） - 顧客の懸念や課題に対し、社内チームと連携して対応・交渉
- 顧客の声を社内へフィードバックし、代弁者として機能
- 導入後の課題解決をエンジニアリングおよびサービスチームと連携して支援
- チーム全体の成功のため、ベストプラクティスの共有・指導
- 経営層との関係構築・エンゲージメントの企画
求める経験・スキル
- ソフトウェア営業、および顧客活用・維持・更新に関わる経験 3年～10年ほど
- サブスクリプション／リカーリングビジネスモデルでの実績
- 顧客のビジネス目標と技術を結びつける経験（仮想化、ストレージ、サーバー、クラウド、ネットワークの知識があれば尚可）
- KPIドリブンな環境で高い成果を上げた実績
- 分析力と組織力
- 顧客との関係構築力、およびカスタマーサクセスへの強い志向
- 提案力・交渉力を備えた営業センス
- 創造的に課題解決できる力
- 優れたコミュニケーション力（口頭・文書）、優先順位付け、時間管理能力
- 自律的に動ける一方でチームプレイヤーであること
- エネルギッシュ、行動力、責任感
- 継続的な改善マインドを持ち、チーム運営にも積極的に貢献できる方
The Opportunity
Nutanix (NTNX) is looking for a dynamic Subscription Account Manager to deliver exceptional customer service and improve customer retention and subscription renewals for Nutanix customers. As a Subscription Account Manager, you will advise our customers on maximizing the value from a wide array of Nutanix solutions, while playing a key role in helping us realize our revenue goals, including working closely with your peers in our regional sales organization and Renewal Quote Representatives to maximize the renewal revenue and renewal rate. Your day-to-day will include collaboration and coordination with our Field Sales Account Managers, and Systems Engineers to focus on the overall adoption and utilization of your existing portfolio to provide an ongoing best-in-class customer experience.
We enable your success through personalized onboarding. In 6 months, you will be comfortable with the tools and processes, built positive relationships with your internal and external ecosystem and be able to define a customer engagement plan aligned with your Nutanix account team for your dedicated territory. We are confident that within your first year you’ll have developed strong relationships with our customers. You’ll be driving the design of tailored optimization plans driven by your comprehensive understanding of their unique needs & challenges. Working as a collaborative, strategic partner you’ll advise them in how to maximize their utilization of Nutanix Solutions to positively impact their day-to-day business, and year end bottom line.
We enable your success through personalized onboarding. In 6 months, you will be comfortable with the tools and processes, built positive relationships with your internal and external ecosystem and be able to define a customer engagement plan aligned with your Nutanix account team for your dedicated territory. We are confident that within your first year you’ll have developed strong relationships with our customers. You’ll be driving the design of tailored optimization plans driven by your comprehensive understanding of their unique needs & challenges. Working as a collaborative, strategic partner you’ll advise them in how to maximize their utilization of Nutanix Solutions to positively impact their day-to-day business, and year end bottom line.
About the Team
The Nutanix Subscription Account Team is part of a broader ecosystem of functions focused on product adoption, renewals, retention, and accelerating revenue growth. In addition to being closely integrated with our internal Global Sales, Marketing, Channel, and Support organizations, you will also have access to the growing Nutanix customer, partner, and distributor community in your region.
How We Work
We are a fully hybrid team. We provide you with the flexibility to work from home or work in the office in order to maximize your productivity. Our office is clean and modernized. There is occasional travel for team events but for the most part we stay connected through weekly meetings and daily slack chats.
Your Role
- Maintain a consistent cadence of client-facing activities designed to increase product adoption, deliver value to the customer, and increase the likelihood of renewals, including (i) Preparation and delivery of progress checks for renewal customers, (ii) License activation workshops, (iii) Commercial reviews, all of which are designed to drive the increased success of renewals.
- Present Progress Check-Ins developed with Customer Systems Engineers to drive customer conversations surrounding adoption, support cases, license expiration, etc.
- Manage the full renewal opportunity and all related forecasting activities
- Develop strategic long-term plans with customers
- Project and manage adoption and implementation plans
- Work cross-functionally with the Sales Organization, Systems Engineering, and Renewal Quoting to provide a holistic customer experience, including escalating any potential up-sell/cross-sell opportunities found through client interactions to field account teams
- Work with Account teams and internal resources to negotiate and address customer objections as they arise
- Report customer feedback and advocate customer needs in the Nutanix ecosystem
- Coordinate the resolution of post-sale implementation issues together with the Engineering and Services team.
- Proactively coach team members on best practices to ensure the success of the team and every customer
- Plans executive engagement with theatre leads
What You Will Bring
- 3 to 10 years of experience in software sales and customer adoption, retention, renewals
- Experience and successful track record with renewal and recurring revenue model
- Experience connecting customers' business objectives with necessary technologies to achieve them; Knowledge of technologies such as virtualization, storage, servers, Cloud, and networking is preferred
- Experience and successful track record of overachieving in a metrics-driven environment will prepare you for our environment.
- Strong analytical and organizational skills
- Strong customer relationship development skills; passionate about customer success
- Solid sales instinct with excellent presentation and negotiation skills
- Creative problem solving under pressure when working through customer issues.
- Exceptional verbal and written communication, prioritization, and time management skills
- Self-motivated but also a team player
- High energy, drive, and sense of responsibility
- Ability to adopt the approach of continuous improvement and actively contribute to the process and procedure of the team.
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Nutanix is an equal opportunity employer.
Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting [email protected].