Cloud Economist / Client Strategy Sales Account Manager - Italy

Sales - EMEA Milan, Italy Rome, Italy Req.Num.: 19297


The Cloud Economist is responsible for working with Nutanix Reps, Systems/Presales Engineers (SE) and Partners to provide clients with financial/business justification for implementation of Nutanix Enterprise Cloud. By taking clients through the financial modelling process, the Cloud Economist helps Senior IT Managers and CxOs realize the game-changing ability of Nutanix to transform their IT and the impact on their business.

 

IDC’s 2010 Client Experience Survey showed that IT executives rank the Business Value Assessment higher than the Technical Assessment and Vendor Relationship when making IT decisions. The Cloud Economist/Analyst is a very prominent and high-impact Client-facing role, responsible for establishing Nutanix as an Innovative Technical Leader for enterprise and closing enterprise transactions within assigned territories.

Clients aim to reduce their license costs by leveraging discounts and pricing options exclusive to Enterprise Purchase Agreements (EPA). An EPA provides Clients the platform to simplify and to accelerate the implementation of new IT projects. The Cloud Economist is responsible for working with Nutanix Reps, SEs and Partners to provide clients with EPA and NTE. In the discussion with Clients about their future projects the Cloud Economist takes the clients through the details of the EPA and negotiates the volume and pricing. S/he helps the account team to close the EPA agreements and to secure client’s future IT projects for Nutanix.

 

Responsibilities

  • Help our clients understand the economics of Nutanix Enterprise Cloud and assist in clarifying the type of modelling engagement (i.e. ROI or TCO) that will be most beneficial for them
  • Collaborate with Nutanix and Partner reps to identify which accounts make sense for an EPA
  • Work with our Clients to customize the right EPA contract term and volume, which both Clients and Nutanix benefit from
  • Help our Global Deal Desk to understand the structure and economics of the EPA
  • Support our Clients with the most beneficial financial solution to accelerate the procurement process and to overcome budget constraints
  • Demonstrate the benefit of taking a ‘big-picture approach’ to the financial modelling exercise to our Clients
  • Work with clients on an iterative basis to arrive at financial results that are acceptable (and hopefully compelling) to the decision-makers
  • Follow-up the financial modelling engagements to help ensure the initiatives are successfully closed

Skills

  • Ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis
  • Experience or capability to incorporate financial selling, strategic selling, solution selling and business value selling into the financial modelling process
  • Capability to grasp the technical requirements for both Nutanix and competing solutions
  • Excellent oral and written communications skills, as well as excellent presentation skills including to C-level personnel and other executives
  • Ability to travel regularly to customer site throughout the assigned territory
  • High-level of specialized sales and product solution knowledge


Required Experience

  • Bachelor’s degree or equivalent experience
  • 3 - 8 years prior Financial Engineering/Business Value Consultant experience in a high-tech sales environment with a demonstrated track record of success in driving client adoption of technology
  • MBA a plus

Preferred Experience

  • Experience in selling financial solutions, SW, servers, storage hardware, or networking

About us

Founded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves “Nutants”) are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work at. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with an entrepreneurial spirit. Above all, we celebrate what makes each of us unique. 

We are humbled to be recognized as one of Bloomberg’s Top 50 Companies to Watch in 2020 and one of the Fortune 100 Best Companies to Work For® 2020

We’re growing fast and disrupting the computing industry. Join us and make your mark.

About our business

Nutanix is a global leader in cloud software and a pioneer in hyperconverged infrastructure solutions, making computing invisible anywhere. Companies around the world use Nutanix software to leverage a single platform to manage any app, at any location, at any scale for their private, hybrid and multi-cloud environments.

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.

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].

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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.