Hungry, Humble, Honest, with Heart!
About Nutanix
Nutanix is bringing innovation to the multi-billion-dollar enterprise data center market. By combining web-scale technology with intuitive design, it natively integrates compute, virtualization and storage into a robust software-defined solution with advanced AI/machine learning. As a pioneer of the enterprise cloud platform, it leads the market.
Our vision is to create an "Invisible" environment where infrastructure is not felt, enabling IT departments to focus on the applications and services that accelerate the business. We welcome people who are not afraid of change and who are passionate about creating the future we aim for together.
Position Overview
The Cloud Economist is a position that supports the sales team, which handles large deals with existing customers and target prospective customers, as a "financial and business value expert." You will be responsible for analyzing the financial value that Nutanix solutions bring (business value analysis) and for presentations to customers.
Through customer engagement, you will contribute to maximizing win rates and deal sizes by developing business value proposals, TCO (total cost of ownership) and ROI (return on investment) analysis, and persuasive financing proposals. This is a high-impact position with direct face-to-face contact with customers, reporting directly to the VP of Sales for APJ (Asia Pacific and Japan).
Main Responsibilities
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Work 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
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Present complex financial topics and purchasing models clearly to customer executives (decision makers)
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Build flexible purchasing contract models and financial simulations suited to each deal to support sales activities
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Using detailed TCO/ROI models, help customers understand the economic benefits of introducing Nutanix and the optimal procurement scheme to maximize outcomes
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Based on the customer's business strategy and goals, evaluate the existing installed environment (installed base) and present future expansion options
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Conduct enablement (training and awareness) for the sales team to effectively use Nutanix's various purchasing frameworks
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As needed, work with financing solution partners to provide optimal financing options
Skills and Experience Required
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Financial approach: Ability to create and present clear value propositions tailored to customers based on quantitative financial analysis
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Business understanding: Ability to uncover customers' specific financial and operational pain points and business objectives through careful discovery, and translate them into Nutanix solutions
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Understanding of the technical requirements of your own and competing solutions, including public cloud providers and traditional IT vendors
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Communication skills to explain complex issues and solutions concisely and persuasively
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Solution sales and product knowledge at a high level of expertise
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Extensive business experience and relationships with major enterprise companies in Japan
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7+ years of experience in IT sales, consulting, or other customer-facing roles
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Track record in financial modeling in IT (e.g., ROI/TCO analysis, cloud cost optimization, financial solutions for IT, TBM (Technology Business Management), financial analyst experience)
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Practical experience in IT budgeting, knowledge of CAPEX and OPEX structures, and software license agreements
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Ability to drive deals and resolve issues in a fast-paced environment by involving cross-functional teams and internal resources
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Direct sales and proposal experience for IT software, services, or infrastructure
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Bachelor's degree or equivalent practical experience (MBA preferred)
How We Work
This position adopts a hybrid work style that combines the flexibility of remote work with the benefits of in-person collaboration. Basically, we expect office attendance of 2-3 days per week, though frequency may vary depending on responsibilities and team circumstances. (Details will be shared by the 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.
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