OEM Alliance Sales Manager
Hungry, Humble, Honest, with Heart!
The Opportunity
Nutanix is looking for an OEM Alliance Sales Manager for Japan. As an Alliance Sales Manager, you are responsible for selling Nutanix through the OEM partner organization and interacting directly with regional and corporate stakeholders to grow the Japan business. You will be working closely with the Japanese Channel team and Japan sales and SE leaders.
Essential to success in this role is the ability to think strategically, to plan programs and drive execution to grow bookings and sales together with the OEM Sales and Marketing organization. This will be achieved shoulder to shoulder with the native Nutanix team in Japan and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.
Sound like you? Read on.
Your Role
Responsibilities:
- Drive revenue and bookings growth through the alliance partners.
- Operational Activities – Track/ Manage Deal Registration (DR), Cost Relief (CR), Review Forecast with OEM Teams & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level
- Biz Dev Activities – Build & Execute Plans by Territories with OEM & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage North to extend coverage with OEM Inside Teams, Plan/ Execute Demand Gen Programs through MDF
- Enablement Activities - Sales Teams & Storage Specialists
- Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between OEM & Nutanix, Collaborate with Nutanix reps on maximizing XC Pipeline
- Executive Coverage – Monthly Meetings with partner Leaders, Territory Sales Leaders (OEM), Storage & ISG head for Japan to update & identify the areas to grow the relationship
- Help alliance partners to respond to strategic RFP's and follow up with prospects.
- Develop an account plan to sell to alliance partner customers based on their business needs.
- Build and strengthen the business relationship with current accounts and new prospects together with the alliance partner and the Nutanix sales team.
- Recommend marketing strategies to drive demand.
- Provide status information to your manager including forecast/pipeline information for the business through the alliance partner.
- Provide, or facilitate training opportunities for your alliance partner and relevant key channels.
- Provide product feedback back to engineering to improve Nutanix solution for the alliance partner.
- Train and enable relevant technical and sales teams.
- Understand and help with basic architecture, design, RFP reply and product demonstrations.
- Provide, or facilitate training opportunities for your alliance partner and relevant key channels.
What You’ll Bring
Requirements:
- Strong verbal and written communications skills including presentation skills.
- Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Nutanix and the OEM partners.
- Experience with target account selling, solution selling, and/or consultative sales techniques
- An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.
- Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.
- Experience using SFDC and other CRM software.
- Track record of exceeding assigned sales quotas in contiguous, multiple years.
- Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.
- Application Virtualization (Citrix,…)
- Server Virtualization (VMware, Microsoft, KVM,…)
- Networking, Server, Storage, and Platform Performance/Sizing.
- Ability to build and maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps).
- Team and people management skills would be beneficial with experience building and motivating teams for hyper performance
Qualifications and Experience:
- 8+ years of sales and business development experience preferred.
- Native level of Japanese and business level of English skills
- Bachelor’s Degree or equivalent experience.
How We Work
We are a fully hybrid team. We provide you with the flexibility to work from home or work in the office to maximize your productivity. Our Tokyo office is clean and modernized. There is occasional travel for team events but for the most part we stay connected through weekly meetings and daily slack chats.
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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].