Director, AWS Alliance - APJ
Hungry, Humble, Honest, with Heart.
The Opportunity
As the Alliance Director for AWS you will be responsible for building and fostering our strategic partnership between Nutanix and AWS, resulting in win-win-win outcomes for our customers, Nutanix and AWS. You will take ownership of a series of strategic programs in collaboration with AWS and establish clear, quantifiable targets and goals. This includes activities such as co-sell and co-marketing opportunities, working closely with regional sales leaders and partners, marketing and all other functions across the globe to build our business with AWS.
About the Team
At Nutanix, you will have the opportunity to join the Cloud Business Development & Alliances team, distributed globally, focused on fostering growth and nurturing relationships with hyperscalers. The team culture emphasizes the core values of being Hungry, Humble, Honest with Heart. Through these principles, we aim to drive highly collaborative teamwork, prioritize long-term focused initiatives, take ownership, and deliver exceptional customer experiences while delivering company results.
You will report to the Vice President, Business Development, Cloud & Databases Partner Ecosystem. This role offers a remote work setup, allowing for flexibility and a comfortable work environment.
Regarding travel requirements, this role is remote, and travel is approximately 25%.
Your Role
- Understand the partners’ organization and build stakeholder maps to expand the network
- Keep up-to-date with AWS partners programs, as well as industry trends and best practices
- Identifying and pursuing new business development opportunities with AWS
- Develop plans that fully consider short-term and long-term goals and performance expectations that are aligned with the partner's needs and capabilities
- The person will be familiar with and help in the creation of co-innovation strategy, product integrations, co-building partner initiatives
- Effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities
- Influence business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management) to grow Nutanix AWS business and impact across the partner portfolio.
- Collaborate with sales and partner teams to qualify, develop, and execute vertical and horizontal campaigns to generate new business opportunities
- Lead regular global pipeline reviews to ensure pipeline information is thorough and accurate
- Broker internal resources, tools, references and / or investments needed to execute on the business plans in order to help meet the set goals
What You Will Bring
- Bachelor’s degree required (Computer Science, Sales, Marketing, Business Development)
- 10+ years of experience in partner channel development, sales, business development, alliance management in the enterprise b2b technology industry
- You will have strong business development, strategic alliances, and entrepreneurial skills
- Experience with hyperscalers marketplaces, co-sell, sales programs and initiatives, preferably with AWS
- A proven history of building and implementing partner programs and ecosystems and sales strategies to manage pipelines and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategic alignment with business priorities
- Excel in negotiation and conflict resolution, achieving mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to communicate the company's aim effectively, and seeking common ground and collaborative solutions
- Strong partner relationship management and solution development skills managing virtual teams across functions and geographies.
- Excellent communication and presentation skills with a high degree of comfort in preparing and delivering clear, accurate, and understandable communications conveying highly complex business and technical information to all audiences.
- The ideal candidate is an accomplished leader with a strong background in building new initiatives with partners, driving cross-functional alignment, co-building and co-selling with partners, field engagement, and marketing collaboration
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Nutanix is 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].