Service Sales Manager

Hungry, Humble, Honest, with Heart!

The Opportunity

The Services Sales Manager will work with a regional team that focuses on solution sales from a customer success perspective and provides valuable input into potential repeatable offerings. The candidate will possess knowledge of the solution sales process and outcome through the origination and closing of services sales opportunities for use cases including, but not limited to Enterprise Cloud, enterprise applications, datacenter migrations, containers, devops, and operational readiness. The Services sales Manager is expected to bring a strong foundation in enterprise Infrastructure knowledge with field delivery experience while working together with Internal Sales, Channel Partners/SIers, End Customers to effectively scope out Full Life Cycle Projects (Assess, Design, Environment Build and Test, Rollout)  services engagement models with detailed scope of work, deliverables, RACI matrix, assumptions, WBS. This will convince CxO the value of services engagement and after starting the delivery, maintain relationships with CxO/project sponsors, and exceed client expectations during end-to-end project engagement. 

Sound like you? Read on.

Your Role

Responsibilities:

• Manage client expectations and desired outcomes hand in hand with the account team and channel partners.

• Develop and incubate new client relationships and at the same time expand current relationships to rapidly grow the Nutanix client base primarily within Nutanix Enterprise, Enterprise Select, and Global Accounts.

• Work together with clients to identify business outcomes and define service requirements and scope of work that provide a path to success.

• Discover Customer’s and Partner’s Education needs, pitch Nutanix Education Services and report the delivery of education and certification to HQ.

• In larger pursuits work hand-in-hand with Practice domain architects to construct class-leading, complex global outcomes.

• Lead services opportunity plans and grow the surface area for campaigns aligning with the corporate mission.

• This role is responsible for sales across the customer success portfolio which includes consulting, residents, Technical Account Managers (TAM), and Education.

• Provide weekly sales forecasts and regular reporting, quarterback creative ways to provide client value, and stay abreast of status/details for each campaign and opportunity where your role guarantees a successful outcome.

• Validate feasibility of entire proposed solution which account teams (Sales/SE) created – whether or not that their solution is feasible to deliver by Services, remove the risk of engagement in advance before contract. When needed, take the lead of a solution proposal for strategic deals on behalf of the account team.

What You’ll Bring

Requirements:

Basic Qualifications: 

• Minimum of 8 years of experience in either service delivery, SI/SP, Enterprise architecture, or services sales roles along with account management in enterprise and global accounts)

 Preferred Qualifications:

• Understanding of hyperconvergence products, and their impact on the client’s IT journey
• Experience in cloud automation and hybrid cloud solutions (e. AWS extensions, Kubernetes, container technologies, and providing offers as a service (XaaS)) are preferred.
• Business transformational services for clients struggling moving from legacy technologies to cloud and/or modern application services.
• Public Cloud providers, solutions, and go-to-market strategies.
• Excellent understanding of hybrid cloud modalities, IT go to market challenges, and business drivers that impact client purchasing
• Proven experience in rapidly growing enterprise account portfolio
• Hands-on experience in crafting responses to RFP/RFIs and in leading RFP/proposal presentations
• Natural leadership abilities, ability to thrive in an independent manner combining exceptional interpersonal communication, virtual team building, and presentation skills
• Discuss contractual and commercial constructs of a services engagement, Enterprise Purchase Agreements (EPA), and MSAs/PSAs with a client working with extended account teams in a potentially multi-vendor arrangement
• Quickly respond to tactical requests for services balancing the enterprise needs of the organization, along with an ability to triage small to mid-sized projects with technical proposals

About Your Team

Meet Hiring Manager, Tomohiro Fujino! Director, Services - Japan, Nutanix Japan:

• Joined in January 2019, to start the entire Services business from scratch, in order to grow license business together with Services and make all of our customers successful, to accelerate the adoption of Nutanix technologies obtaining a faster ROI.
• Previous professional role highlights: My +20 years of entire career has always been in Consulting Services (Professional Services) business, Education, and TAM Services.
• Biggest professional win:  Iin Consulting Services/Professional Services World, public customer references (customer voice) represent how we delivered the value to customers. I have been publishing those references in previous companies + at Nutanix as well. That makes our team members very proud of their accomplishment.
• Who they’re hoping to find in this search I am looking for candidates who have been in Professional Services/Consulting Services business with strong delivery experience or PM experience, should know the value of engaging services, which will help him/her to articulate when services sales discussion (scoping, roles and responsibility, project schedule, level of effort, etc), make him/her successful in this position. Also soft skills, can-do attitude, “proactive” mindset, takes responsibility for the results. 

 What the Team Says

• Fujino-san is a great leader who always has something you can learn from him. He has experience in multiple areas, business, management and also good technical skills. ‐ Chun Chit Ng, Consulting Architect (https://www.linkedin.com/in/chun-chit-ng-47548253/)
• Fujino-san is a great leader who knows what "services" is. He has a lot of experiences to deliver, sell, and manage services so he knows how to achieve customer trusts and also gives a good work environment for team members. You won't regret joining our team!- Shogo Kimura,Consulting Architect (https://www.linkedin.com/in/shogo-kimura-941b4563/)

Principal Consulting Architect

How We Work

We work in a Hybrid work style. In the Services business, we are always living in the real-world. I am recommending team members to do whatever makes them most productive (customer first, result oriented), also trying to have team meetings or lessons learnt from each other in person occasionally.

#LI-YW1  #LI-Hybrid

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