Channel Sales Director - Japan
Hungry, Humble, Honest, with Heart.
Job Summary
The Channel Sales Director - Japan is responsible for the execution and rollout of the Partner Strategy for Japan in accordance with the Nutanix Channel Program.
You will be providing directions to the business units on all areas related to building the Channel and Partner selection within the region in accordance with the Nutanix Partner Program as well as ensuring all enablement and demand activities within these chosen networks are adequately resourced across Nutanix’s portfolio of products and services.
You will also be responsible for managing the channel resources within the team and collaborating with other routes to market leaders in a matrix reporting structure.
Working closely with the Country MD, Sales leaders, Inside Sales, Marketing, Operations and Presales in each state you will be responsible for ensuring your team collaborates efficiently and effectively with commercial sales representatives to maximize customer revenue through pipeline creation of opportunities and scaling coverage across Japan with partners.
You will be working closely with APJ Channel leader to rollout the Partner Program, Partner Support Center for Japan and providing guidance on programs for Japan channel marketing programs whilst ensuring the Inside Sales Representatives close sales leads, allocate leads to partners, decide on deal registration from OEM and Partners.
You will also be responsible as the point of contact for Nutanix Partner Program whereby you and the team will be working with PR, Inside Sales, Marketing and Regional Sales Director to ensure deal governance, conducting regular business reviews, PR engagements, partner engagements are in accordance with the Nutanix Partner Program and the Nutanix Principles.
Responsibilities
- Deliver on the Japan financial targets
- Build and foster executive relationships, networking and influence across the partner’s organization at all levels needed to drive success
- Regular meetings and business planning sessions with Partners including QBRs to plan business activities and spending
- Create and execute holistic long-term and annual strategic plans that set the direction for the alliance and unlock the full potential of commercial growth with your partner
- Inspire and lead a cross-functional virtual team (Sales, Services, Customer Success, Marketing, Product and Solutions)
- With your extended team, develop a deep level of collaboration and co-innovation (both technology and business) with your partner that results in differentiated joint solutions
- Use your knowledge, relationships and influence to ensure joint solution plans are aligned within the partner network and then executed on by both organizations GTM teams
- Ensure the channel sales account managers be a subject matter expert on all aspects of their partner – organization, strategy, market, performance etc. Including tier 1 organizations where you as the Leader would also be required.
- Collaborate as part of the broader alliances team to share ideas across the Nutanix culture principles and best practice
Requirements
- You are currently leading the Japan Channels business in a similar role ideally from a combination of start-up, building and scaling technology organization to a mid-tier business in a hyper growth organization
- Min 20 years’ experience in IT sales, SaaS and channel management across the Japan region with an extensive network of partners, channels and distributor knowledge across the relevant technology industry
- Previous high levels of achievement and success in enabling the Partner/Channel through marketing, team enablement and Pre-sales in other organizations
- Highly desirable would be experience selling hypervisors from VMware, Microsoft Hyper-V, and Citrix
- First class presentation skills at all levels including Managing Directors within the partner ecosystem and ability to win strategic business
- Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
- Experience using SFDC and other CRM software. Track record of exceeding assigned sales quotas in contiguous, multiple years.
- Experience with running budgets and P&L as well as comfortable in a start up to build and scale environment
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 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’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.
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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].