Director, Commercial Channel Sales & Center of Excellence - Americas

Channel Sales Raleigh, North Carolina Req.Num.: 13583

Who are our employees?

We’re an eclectic group of 5,000+ 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 or follow us on Twitter @Nutanix.

Dreamers, Believers and Builders Wanted—Nutanix is a leading cloud software company disrupting the datacenter space. Would you like to be part of the Americas Partner Organization focused on increasing awareness and adoption of Nutanix’s award winning technology by leading the US Commercial Channel Sales & Center of Excellence Team? Do you have the business savvy, business development experience, ability to have fun and the technical background necessary to help further establish Nutanix as a leader in hyper- converged infrastructure technology? Nutanix is enhancing the partner experience by evolving our partner program, for ease of use and rewarding partners with improved profitability for growing their business with Nutanix. We are focusing our investments in the Commercial segment for revenue acceleration and accretive growth.

The role of the Director of Commercial Channel Sales & Center of Excellence – Americas is a passionate strategic thinker with strong sales, operational, organizational, collaboration, and communication skills. This critical role is to serve as a trusted advisor to the Vice President of US Commercial Sales and US Commercial Sales team. You will be in an integral part of the Commercial Velocity GTM Program and be specifically responsible to bridge our partner ecosystem and the Americas Center of Excellence to drive partner support as frictionless fulfillment and partner sales. The CEO will be a world-class center of excellence that will focus on providing administrative support to partners, assist in onboarding, escalations, quoting and serve as a commercial deal(s) help desk. This role will be the driving force with a solid business development mind-set along with possessing entrepreneurial type skills with a relentless passion that will help expand and grow his/her assigned commercial partners revenue along with market-share.

As the Director of Commercial Channel Sales & Center of Excellence – AMER you are responsible for building & managing a team who manages the relationship between Nutanix and commercial channel partners across the US out of the newly created Center of Excellence which will also support the Americas in an inside sales type function. It is essential that you can work with cross-functional teams from Nutanix’s Field Sales, Commercial Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions will be key resources for you to leverage to attain and exceed sales performance goals.

This role is for someone who is passionate about the sales & operations of the business. Helping ensure that the Center of Excellence can optimize its impact on behalf of commercial sales organization. The position works within a governance structure that includes partnering with business unit team leads and other business areas. Must be an effective problem-solver with attention to detail and be able to interact effectively in a highly political and decentralized environment, have the ability to communicate effectively and articulately in both spoken and written communication with a diverse constituency, and have demonstrated experience in successfully and effectively developing collaborative relationships and partnerships, and capacity for managing multiple tasks/priorities on deadline in a fast-paced, continually adapting work environment.


  • Strong Verbal and Written Communications Skills

  • A Strong Understanding of the Sales Process and Channel Sales

  • Make Sound Decisions

  • Ability to Help Others Reach Their Full Potential

  • Results Oriented

  • Problem Solving

  • Ability to Have Fun

  • Execution Driven

  • Teamwork

  • Communication

  • Trustworthiness & Ethics

  • Establish Relationships

  • Show Adaptability

  • Typically requires a minimum of 7 years of related experience with a bachelor’s degree; or 5 years and a master’s degree
Job Complexity
  • Responsible of defining the strategy and goals for the newly created Center of Excellence

  • Assist the VP US Commercial Sales Leader in running the business and in driving strategic actions

  • This role is also tactical in nature, specifically working as a mesh point between Corp and Channel sales programs

  • Periodically reviews team progress against plans, focuses attention beyond the project to the full year or more

  • Identify new selling models as we move to a % of our commercial channel sales and support through the COE

  • Provide structure to the business operation functions for the COE

  • Establish the Rhythm of the Business (ROB) for the COE which includes cadence

  • Develop and manage metrics/scorecards

  • Uses informal and structured approaches to career development to focus on individual improvement over time

  • Spends time identifying all stakeholders necessary and meets or connects with all of them, neglecting no one to shape a collective consensus Identifies opportunities to build relationships that will help others achieve their objectives and reaches out to those people or new people

We’re 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.


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.