Federal Account Manager - Air Force

Sales - Federal Washington, District Of Columbia Req.Num.: 14288

Nutanix is a cloud computing software company that sells hyper-converged infrastructure appliances and software-defined storage. We were founded in 2009 and have been a publicly held company since 2016. We were named 2018 Gartner Magic Quadrant for Hyper-Converged Systems.  

Nutanix is the right fit for you if you are passionate about technology, creative, and accomplished in your growing career. We pride ourselves on our encouraging culture where you learn from failures, pick yourself back up and become the best version of yourself. Nutanix offers several opportunities to participate in professional development and learning, fostering an inspiring environment. We believe in not only supporting you, but also your families through fully-paid healthcare plans, equity, and other financial tools and wellness programs.  

Job Summary  

Nutanix is looking for a Federal Account Manager for the DC area. As a Federal Account Manager, you are responsible for selling Nutanix’s Products and Solutions through Channel Partners and interacting directly with customers in the region. You will be working closely with a Sales Engineer in the same field and territory.  


Essential to success in this role is a keen ability develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Nutanix provides extraordinary support and tools from the Engineering, Marketing, and Product Development departments for you to utilize to exceed sales performance goals. In this position you would be working very closely the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.  

  • Use relationship management techniques to develop selling opportunities within partner organizations; acquire new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.  
  • Schedule and attend sales call appointments with a prospect in partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.  
  • Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.  
  • Respond to RFP's and follow up with prospects.  
  • Develop an account plan to sell to customers based on their business requirements.  
  • Build and strengthen the business relationship with current accounts and new prospects.  
  • Recommend marketing strategies.  
  • Provide status information to your Manager including forecast/pipeline information.  
  • Provide, or facilitate training opportunities for your accounts.  
  • Identify Nutanix customer references that can be utilized when reference selling.  
  • Provide product feedback back to engineering to improve Nutanix complete block solutions.  


  • Strong verbal and written communications 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.  
  • Experience with target account selling, solution selling, and/or consultative sales techniques.  
  • An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.  
  • Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.  
  • Experience using SFDC and other CRM software.  
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.  

Qualifications and Experience:  

  • 5-10 years of professional enterprise software or enterprise technology experience with a proven track record of consistent success.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.  
  • Bachelor’s Degree or equivalent experience. 

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.