Hungry, Humble, Honest, with Heart.

The Opportunity

As the Channel Sales Manager - US Federal, you are responsible for building the relationship between Nutanix and our top Federal Partners. Your ability to uncover new partnership opportunities and align efforts from departments across both organizations is essential to your success in this role. Cross-functional teams from Nutanix’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions provide support, tools and resources for you to leverage to attain and exceed sales performance goals. Preferred location – Washington DC/Maryland/Virginia.

About the Team

The Public Sector Channel Sales organization at Nutanix is tasked with optimizing the engagement and contributions for Nutanix from our strategic channel partners in the Federal, State, & Local Government sectors.  We strive to “Partner with Intent”.  “Partnering with Intent” requires effectively communicating, collaborating, and positioning the mutually beneficial aspects of the Nutanix Partner Program to enable partners to best position Nutanix solutions.  The ability to engage cross-functionally with sales, marketing, and alliance partners is a crucial aspect of our team's success.   Our team embraces a team mentality as we consistently look to learn and develop from each other's diverse experiences and skill sets and drive towards a unified set of goals.

Your Role

The essential responsibilities of a Federal Channel Sales Manager are to work directly with their assigned group of Federal Managed Partners to develop sales opportunities and to work effectively across functions with other Nutanix employees to build the partnership:

• Provide coaching and management oversight to the Nutanix and Federal Partner sales teams to help them drive their sales strategy and goal attainment. 
• Work closely with sales management on the development and execution of a sales strategy; adhere to available resources and district sales objectives. 
• Participate in strategic planning sessions with the Federal Partner and Nutanix sales management team quarterly and annually. 
• Plan and direct channel activities, including implementing forecasts, marketing program development, relationship development, customer satisfaction, collateral material development, and distribution.  
• Create sales team alignment between the territory's Federal Partner and Nutanix account teams. 
• Establish short-term and long-term goals and quotas in line with corporate objectives. 

• Collaborate with the field marketing organization to plan, deliver, and manage an effective communication and demand generation campaign for each focus partner. 

What You Will Bring

 

• Strong verbal and written communication 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. 
• A strong understanding of the sales process and Channel Sales. 
•  Experience with target account selling, solution selling, and consultative sales techniques. 
• An aptitude for understanding how technology products and solutions solve business problems. 
• Ability to communicate with senior managers about their business challenges and Nutanix Web-scale architecture.
•  As a seasoned, experienced professional with a complete understanding of industry practices, company policies and procedures, this individual will apply attained experiences and knowledge in solving various issues in imaginative and practical ways. 
• Can own account responsibility or work on a team. 
   
• The ideal candidate will contribute proactively to the sales team's efforts and positively influence outcomes. May also act as a team leader and main decision-maker for the team
•  Can develop a budget to support the enablement, marketing, and promotion of the Partner Business Plan
• 8 to 12 years of experience is preferred.

 

 

The pay range for this position at commencement of employment is expected to be between USD $ 168,800 and USD $ 253,200 per year.

However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith.

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