Hungry, Humble, Honest, with Heart.

The Opportunity

We are seeking a dynamic and results-driven Channel Manager to oversee and develop our Managed Service Provider (MSP) partnerships. In this role, you will be responsible for establishing, growing, and managing relationships with MSPs to drive revenue growth, expand market reach, and enhance the overall success of our channel ecosystem. The ideal candidate will possess strong sales acumen, a deep understanding of the MSP landscape, and a passion for fostering mutually beneficial partnerships.

About the Team

At Nutanix, you'll be joining the Channel team, a collaborative group of five professionals located across the United States. Our team thrives on teamwork and shared goals, fostering an environment where ideas can flow freely and innovative solutions are encouraged. We prioritize strong communication and mutual support, ensuring that each member contributes to our collective success while also having the opportunity to develop their own skills.

You will report to the Director of Channel Partnerships, who is committed to guiding you as you navigate your role and advance your career. The work setup is primarily remote, allowing you flexibility to work from anywhere in North America, with an expectation to come into the office a few days each month for key meetings and collaborative sessions. Additionally, this role requires approximately 50% travel, providing opportunities to engage directly with our partners and expand your professional network across the country.

Your Role

• Partnership Development & Management:
  • Develop and maintain strong, long-term relationships with MSP partners.
  • Onboard new MSPs, ensuring they are well-equipped with the tools, training, and resources needed to be successful.
  • Collaborate with MSPs to identify new business opportunities and jointly drive growth through co-marketing and co-selling initiatives.
• Sales & Revenue Growth:
  • Work closely with MSP partners to develop and execute go-to-market strategies, ensuring successful delivery of our solutions to mutual customers.
  • Set and manage sales targets for the MSP channel, ensuring KPIs are met or exceeded.
  • Drive partner enablement efforts to ensure partners are effectively selling and promoting the company’s products and services.
• Training & Enablement:
  • Provide training and support to MSP partners on product offerings, sales processes, and marketing strategies.
  • Ensure partners are up-to-date on product updates, new offerings, and industry trends to help them sell more effectively.
• Channel Marketing:
  • Collaborate with the marketing team to develop and execute joint marketing plans with MSP partners.
  • Assist in creating sales enablement materials, promotional content, and other tools to help MSP partners succeed.
• Performance Monitoring & Reporting:
  • Track and report on key channel performance metrics, including sales results, pipeline development, and partner engagement.
  • Provide regular feedback to senior management on the status of partnerships, identifying areas for improvement and growth opportunities.
• Conflict Resolution:
  • Serve as the primary point of contact for resolving any issues or conflicts that arise with MSP partners, ensuring a positive and productive partnership.
• Market Intelligence & Strategy:
  • Gather market intelligence from MSP partners and relay it to internal teams, contributing to product development and competitive analysis.
  • Stay current on industry trends, competitive landscape, and best practices to ensure our MSP strategy remains effective and relevant.

What You Will Bring

• Experience:
  • Proven experience in a Channel Manager or similar role, specifically focused on managing relationships with Managed Service Providers.
  • At least 3-5 years of experience in channel sales, partner management, or business development, preferably within the IT or technology industry.
• Skills & Competencies:
  • Strong understanding of the MSP business model, challenges, and opportunities.
  • Exceptional interpersonal and communication skills, with the ability to build trust and influence at all levels within partner organizations.
  • Solid sales experience, with a track record of driving revenue through indirect sales channels.
  • Ability to manage multiple priorities and partnerships simultaneously.
  • Strong analytical and problem-solving skills.
  • Experience with CRM tools (Salesforce, HubSpot, etc.) and Microsoft Office Suite.
• Education:
  • Bachelor’s degree in Business, Marketing, Information Technology, or a related field (or equivalent experience).
• Other:
  • Travel may be required as needed for partner visits and events.

Work Arrangement

Remote: This position is primarily remote. There is no specific in-office requirement, however, there may be circumstances where you may be required to come into a local office for a specific purpose, and/or to travel to other locations based on business needs.

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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