Federal Channel Sales Manager
Company: Nutanix
Location: Bethesda
Posted on: January 28, 2023
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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
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