Hungry, Humble, Honest, with Heart!
About Nutanix
Nutanix is disrupting the multi-billion-dollar enterprise data center market. By combining web-scale technology with intuitive design, we natively integrate compute, virtualization, and storage into a robust, software-defined solution equipped with advanced AI/machine learning. As a pioneer of the enterprise cloud platform, we lead the market.
Our vision is to create an "invisible" infrastructure environment, allowing IT departments to focus on the applications and services that accelerate their business. We are looking for individuals who are not afraid of change and have the passion to build the future we envision together.
Role Overview
The Cloud Economist is a position that supports sales teams handling large deals with existing customers and targeted new prospects as a "financial and business value expert." You will be responsible for analyzing the financial value provided by Nutanix solutions (business value analysis) and delivering presentations to customers.
Through customer engagement, you will propose business value, conduct TCO (Total Cost of Ownership) and ROI (Return on Investment) analyses, and create compelling financial proposals to maximize win rates and deal sizes. This is a high-impact, customer-facing role that reports directly to the Vice President of Sales for APJ (Asia Pacific and Japan).
Key Responsibilities
- Collaborate with Nutanix and partner sales representatives to identify target accounts best suited for enterprise agreements, financial value selling, and the introduction of customized procurement models.
- Present complex financial topics and purchasing models to customer executives (decision-makers) in an easy-to-understand manner.
- Build flexible purchasing agreement models and financial simulations tailored to specific deals to support proposal activities.
- Utilize detailed TCO/ROI models to help customers understand the economic benefits of adopting Nutanix and the optimal procurement schemes to maximize results.
- Evaluate existing installed bases and present future expansion options based on the customer's business strategy and goals.
- Provide enablement (training and education) to sales teams on how to effectively leverage various Nutanix purchasing frameworks.
- Coordinate with financial solution partners as needed to provide optimal financing options.
Required Skills and Experience
- Financial Approach: Ability to create and present clear value propositions tailored to the customer based on quantitative financial analysis.
- Business Understanding: Ability to extract a customer's unique financial and operational challenges (pain points) and management goals through careful discovery, and align them with Nutanix solutions.
- Understanding of technical requirements for both our own and competing solutions, including public cloud providers and traditional IT vendors.
- Communication skills to explain complex issues and solutions concisely and persuasively.
- High level of expertise in solution sales and product knowledge.
- Extensive work experience and relationships with major enterprise companies in Japan.
- 7+ years of experience in IT sales, consulting, or other customer-facing roles.
- Proven track record in IT financial modeling (e.g., ROI/TCO analysis, cloud cost optimization, IT financial solutions, TBM (Technology Business Management), financial analyst experience, etc.).
- Knowledge of IT budgeting practices, CAPEX (Capital Expenditure) and OPEX (Operating Expenditure) structures, and software licensing agreements.
- Ability to drive deals and lead to problem resolution by involving cross-functional teams and internal resources in a fast-paced environment.
- Experience in direct sales or proposal-based selling of IT software, services, or infrastructure.
- Bachelor's degree or equivalent practical experience (MBA is a plus).
How we work
This position adopts a hybrid work style that combines the flexibility of remote work with the benefits of in-person collaboration. Generally, we expect office attendance 2-3 days per week, though this may vary depending on the specific duties and team situation. (Details will be shared by your manager upon joining.)
Hungry, Humble, Honest, with Heart!
About Nutanix
Nutanix is disrupting the multi-billion-dollar enterprise data center market by pioneering an enterprise cloud platform that leverages web-scale engineering and consumer-grade design to natively converge compute, virtualization and storage into a resilient, software-defined solution with rich machine intelligence. Our vision is to make infrastructure invisible, so IT can focus on the applications and services that power their business. If you are up to the challenge and would like to be a part of a team that makes history, then this job might be for you.
The Opportunity
The Cloud Economist serves as a financial selling resource to our account teams focused on driving large deals with our existing customers and targeted prospect accounts, as well as engaging on business value analysis and presentation of the financial value Nutanix solutions can bring to customers.
You will execute on customer engagements, develop business value presentations, TCO and ROI analysis, and compelling financial commercial proposals that increase revenue and conversion rate of sales opportunities.
This is a high impact, customer facing role that reports directly to the Vice President – APJ Sales
What You'll Be Doing?
- Working with Nutanix and Partner reps to identify which accounts are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models
- Presenting complex financial topics and offerings to customer decision makers
- Building custom Enterprise Purchase Agreements and Financial Models in support of sales engagements
- Using detailed TCO and ROI models to help clients understand the economics of Nutanix and the appropriate procurement vehicle to maximize business outcomes
- Review existing customer installed based and associated go forward options in context of client strategy and business objectives
- Providing enablement to sales teams on how to best leverage Nutanix purchasing frameworks
- Working with Nutanix Financial Solutions partners to provide financing options as needed
What You'll Bring?
- Financial Acumen: ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis
- Business Acumen: through effective discovery extract a customer’s unique financial and operational pain points and business outcomes and align Nutanix solutions accordingly
- An ability to grasp the technical requirements for both Nutanix and competing solutions, including public cloud providers and traditional IT vendors
- Ability to explain complex problems and solutions in a concise and easy to understand and compelling way
- High level of specialized sales and product solution knowledge
- Extensive experience and relationships with key enterprise customers in Japan
- 7+ years prior Sales, Consulting, or similar customer-facing role
- Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, Financial Analyst roles)
- Knowledge of financial budgeting practices, capital vs. operating expense items, and software purchasing
- Ability to work in a fast-paced environment with cross-functional teams, leveraging company resources to drive sales and solve customer challenges.
- Experience selling IT related software, services, or infrastructure
- Bachelor's Degree or equivalent experience; MBA a plus
How we work
This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. For most roles, that will mean coming into an office a minimum of 2 - 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager.