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The Opportunity

The Cloud Economist is responsible for working with Nutanix Reps, SE's, and other internal organizations to provide clients with financial/business justification for implementation of Nutanix Enterprise Cloud. By taking clients through the financial modeling process, the Cloud Economist helps them realize the game-changing ability of Nutanix to transform their experience of managing IT.

You will work with Nutanix Sales management to help the broad Nutanix field organization understand how to build the increased business value of Nutanix hybrid cloud solutions into their account plans and sales strategy. You will serve as focal point for all business value, TCO, ROI, business case and financial discussions with our customers. Your responsibilities will include driving business case, value analysis and ROI related Business Development activities within Nutanix, supporting the Sales organization, Marketing, BD and products teams on ROI/economic related customer engagements.

This is a high impact, customer facing role responsible for developing compelling financial business cases that increase revenue and conversion rate of sales opportunities. This position will support customer engagements in North America.

 

About the Team

Nutanix is enabling IT Transformation with Enterprise Cloud Solutions. We need subject matter experts to help our sales teams close these transformational deals by conducting and delivering Business Value assessments in collaboration with our customers, Enterprise Purchase and Licensing agreements, and creative financial solutions. This is a customer facing role working with our top performing sales teams on large, transformational opportunities that will move the needle for Nutanix.

Your Role

· Working with Nutanix and Partner reps to identify which accounts are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models

· Presenting complex financial topics and offerings to customer decision makers

· Building custom Enterprise Purchase Agreements and Financial Models in support of sales engagements

· Using detail TCO and ROI models to help clients understand the economics of Nutanix Enterprise Cloud and the appropriate procurement vehicle to maximize business outcomes

· Review existing customer installed based and associated go forward options in context of client strategy and business objectives

· Providing enablement to sales teams on how to best leverage Nutanix purchasing frameworks

· Working with Nutanix Financial Solutions partners to provide financing options as needed

 

What You Will Bring

· Financial Acumen: ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis

· Business Acumen: through effective discovery extract a customer’s unique financial and operational pain points and business outcomes and align Nutanix solutions accordingly

· An ability to grasp the technical requirements for both Nutanix and competing solutions, including public cloud providers and traditional IT vendors

· Ability to explain complex problems and solutions in a concise and easy to understand and compelling way

· High level of specialized sales and product solution knowledge

· 7+ years prior Sales, Consulting, or similar customer facing role

· Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, Financial Analyst roles)

· Knowledge of financial budgeting practices, capital vs. operating expense items, and software purchasing

· Experience selling IT related software, services, or infrastructure

· Bachelor's Degree or equivalent experience; MBA a plus

 

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