Senior Manager, Deal Desk - EMEA

Sales Operations London, United Kingdom Req.Num.: 17149


Job Summary 

The Senior Manager will play a pivotal role in managing the deal desk team and supporting the business to cement our position in the market with creative, flexible and customer centric selling models. Demonstrating thought leadership and the ability to work cross-functionally with executives to develop and implement business strategies is a must, as we continue to push the boundaries of our standard selling models with both internal and external customers. Organizationally, this is a highly visible role supporting our Sales Leadership, Client Strategy, Finance and Legal organizations.  

The ideal candidate will be able to help manage between the Organization goals, market trends and external customer requirements.  Vast understanding is required across varying software selling motions in the market, with an aptitude to think outside the box and provide expertise based on industry knowledge, customer buying trends and experience in the field.

  • Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
  • Actively participate in deal reviews with prospects, sales teams, and management
  • Serve as an escalation point when needed to help move deals forward
  • Cultivate internal relationships with all levels of the sales organization
  • Work as the primary liaison between multiple groups, such as revenue, sales ops, legal, pricing, to help facilitate the deal process
  • Identify and make recommendations for process improvements; assist or drive implementation
  • Collaborate and share best practices across geos/regions
  • Ad hoc responsibilities as needed to support the sales team
  • Ensure Quotes and non-standard requests are approved within pricing and discount policies
  • Constantly evolve software sales strategies and programs that will enable revenue growth for the organization
  • Provide thought leadership, industry expertise and real-time execution on strategic software selling initiatives to drive Nutanix’s top-line
  • Manage and develop a highly skilled team
  • Develop comprehensive KPIs to track the team’s success
  • Field Sales training and enablement of software strategies to expand the effectiveness of the Client Strategy team

About you:

  • Thorough understanding of all industry standard and non-standard software selling models, including subscription, SaaS, term, perpetual, on demand, consumption, etc.
  • Experience with software financing and deep understanding of financing requirements for both internal and external customers
  • Deep understanding of revenue recognition requirements
  • Expertise in customer OPEX/CAPEX requirements and ability to offer solutions to potential procurement challenges
  • Ability to motivate, train, and help execute software selling strategies within Sales organization
  • Ability to maintain relationships with all levels our internal organization and channel partners and work effectively cross functionally
  • Flexible, dependable, self-starter, and capable of quickly learning new products and technologies
  • Excellent oral and written communications skills, as well as excellent presentation skills
  • Ability to travel within assigned territory and other locations including Corporate HQ


Preferable skills/experience;

  • Preferably 7+ years in business experience, including a proven track record of performance in software sales strategy role
  • Excellent executive presence, ability to drive adoption and credibility with senior leadership
  • Extensive experience and knowledge of software licensing, operations and enterprise sales models, including multi-channel distribution
  • Excellent analytical and financial engineering skills
  • Previous experience driving and building business plans and investment strategies
  • Detail-oriented but can also see the big picture. You can crunch the numbers and articulate the key takeaways in an executive summary
  • Exceptional analytical and quantitative skills; superb at both conceptual and spreadsheet-based modelling
  • Able to develop creative solutions to complex problems and gain buy-in of colleagues across functions
  • Excellent at planning and program management – ability to look ahead to meet regular deadlines and predict and prevent last minute fire drills

Does this sound like you? Let’s talk.

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 an 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 are humbled to be recognized as one of Bloomberg’s Top 50 Companies to Watch in 2020 and one of the Fortune 100 Best Companies to Work For® 2020


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.


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.

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]


 

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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.