Federal Channel Sales Manager

Company: Nutanix
Location: Bethesda
Posted on: January 28, 2023

Job Description:

Nutanix is a cloud computing software company that sells hyper-converged infrastructure appliances and software-defined storage. We were founded in 2009 and have been a publicly held company since 2016. We were named 2019 Gartner Magic Quadrant for Hyper-Converged Systems. Nutanix is the right fit for you if you are passionate about technology, creative, and accomplished in your growing career. We pride ourselves on our inspiring culture where you learn from failures, pick yourself back up and become the best version of yourself. We offer several opportunities to participate in professional development and learning, cultivating an inspiring environment. We believe in not only supporting you, but also your families through fully-paid healthcare plans, equity, and other financial tools and wellness programs. Job Summary: As a Federal Channel Sales Manager, you are responsible for building the relationship between Nutanix and our top Federal Partners. Your ability to uncover new opportunities for partnership and align efforts from departments across both organizations is essential to your being successful in this role. Cross-functional teams from Nutanix's Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions to provide support and tools and resources for you to leverage to attain and exceed sales performance goals. Preferred location - Washington DC/Maryland/Virginia. Essential Functions: The essential responsibilities of a Federal Channel Sales Manager are to work directly with their assigned group of Federal Managed Partners to develop sales opportunities, and to work effectively across functions with other Nutanix employees to build the partnership: --- Demonstrate leadership and initiative. --- Provide coaching and management oversight to the Nutanix and Federal Partner sales teams to help them drive their sales strategy and goal attainment. --- Use relationship management techniques to develop selling opportunities with the Federal Partner. --- Work closely with sales management on the development and execution of a sales strategy; adhere to available resources and district sales objectives. --- Participate in strategic planning sessions with the Federal Partner and Nutanix sales management team on a quarterly and annual basis. --- Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution. --- Schedule and attend sales call appointments with a prospect in partner organization. --- Create sales team alignment between the Federal Partner and Nutanix account teams within the territory. --- Establish short-term and long-term goals and quotas in line with corporate objectives. --- Achieve monthly, quarterly, and annual sales targets. --- Identify needed resources for supporting sales strategy and develop a proposed budget for management review. --- Be seen and treated by the Federal Partner as a trusted and valued resource. --- Collaborate with the field marketing organization to plan, deliver, and manage an effective communication and demand generation campaign for each focus partner. --- Identify Nutanix customer references that can be utilized when reference selling. --- Develop an account management plan to sell to customer based on their business need.--- Develop territory maps to reflect accounts/geographies covered by the Federal Partner sales teams--- Understand the capabilities of each team and develop improvement/incentive plans to bring all assigned Federal Partner teams to equal capability--- Develop quarterly MDF/Funding spend budgets based on the Federal Partners revenue targets--- Interface directly with Field Marketing teams to develop territory specific plans for all geographies.--- Leverage social media to bi-directionally promote and drive the Nutanix and Federal Partner partnership, goals and objectives.Job Responsibilities: 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. --- A strong understanding of the sales process and Channel Sales. --- Experience with target account selling, solution selling, and/or consultative sales techniques. --- An aptitude for understanding how technology products and solutions solve business problems. --- Ability to communicate with senior managers about their business challenges and Nutanix Webscale architecture. As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, this individual will apply attained experiences and knowledge in solving a wide range of issues in imaginative and practical ways. --- Can own account responsibility or work on a team. --- The ideal candidate will contribute proactively to the sales team efforts and positively influences decisions. May also act as a team leader and main decision maker for team --- Can develop a budget to support the enablement, marketing, and promotion of the Partner Business Plan Education & Experience: --- 8 to 12 years of experience is preferred. The pay range for this position at commencement of employment is expected to be between $168,800-$253,200/year; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. 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 . Notice to Applicants Re: Fraudulent Recruiting Scams, please review the following link consumer.ftc.gov to safeguard yourselves. Candidates seeking jobs at Nutanix have recently been targets of these recruiting scams including FAKE G-mail accounts posing as ACTUAL recruiters on our team, so please safeguard yourselves by following instructions in the link. If you have any concerns surrounding suspect recruiting practices, please email for verification. Please do NOT send resumes to this email address; applicants should apply directly to the job to be considered.

Keywords: Nutanix, Bethesda , Federal Channel Sales Manager, Executive , Bethesda, Maryland