Hungry, Humble, Honest, with Heart!
The Opportunity
This role is Hybrid workstyle.
Nutanix is a cloud software vendor that provides solutions for hybrid multicloud under the keyword "One Platform. Any App. Any Cloud." Founded in 2009 and headquartered in San Jose, California, Nutanix is a global leader in the hybrid cloud solutions industry with over 7,000 employees worldwide and continues to grow.
We help many customers eliminate vendor lock-in they face when choosing between on-premises or public cloud solutions, and we provide solutions that enable simple operations. Our solutions promote infrastructure automation, enabling IT departments to focus on applications and services more closely related to business, and realize one-click management and operations across public cloud, private cloud, and edge cloud environments. By simplifying management and operations, we reduce system complexity and achieve TCO reduction. Additionally, by transitioning to such flexible and agile solutions, organizations can rapidly adopt new technologies and maximize the use of cloud environments.
We have also been selected as one of Bloomberg's "Top 50 Companies to Watch in 2020" and one of Fortune magazine's "100 Best Companies to Work For® in 2020."
【Job Description】
You will be responsible for developing new business in relationships with strategic customers in the enterprise sector (Manufacturing, Services & Retail) and expanding business by approaching new divisions and organizations within those customers. You will work in collaboration with technical, marketing, and support departments to achieve sales performance targets.
Your Role / 担当業務:
- As a high-touch sales representative, directly approach end users and acquire new customers and expand business through sales with SI partners
- Develop new sales opportunities through SI partners by penetrating new divisions and organizations within partner accounts and building new sales relationships
- Schedule and attend sales call appointments with prospects
- Discuss business issues with prospects and create quotes, sales proposals, and presentations tailored to their business needs
- Respond to RFPs and follow up with prospects
- Create account plans based on customer business needs
- Build and strengthen business relationships with existing customers and new prospects
- Propose marketing strategies
- Report pipeline status to your manager
- Provide or facilitate training opportunities for customers
- Provide product feedback to the engineering team to improve Nutanix solutions
What You Will Bring / 採用要件:
- Ability to build relationships directly with customers as a high-touch sales representative, including C-level executives (experience with existing relationships is a plus)
- Strong verbal and written presentation, proposal, and communication skills
- Understanding of or willingness to learn about large enterprise customers and their business operations
- Experience creating and managing account plans
- Strong forecast management ability and accountability (ability to use SFDC or other CRM software)
- Ability to collaborate smoothly with employees across sales, marketing, sales operations, systems engineering, and product development
- Aptitude for understanding how Nutanix solutions solve business problems and the competitive landscape
- Track record of exceeding sales quotas in multiple consecutive years
- 5+ years of IT solutions sales experience
- Bachelor's degree or equivalent qualification/experience
Work Arrangement
Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. In locations where our workplace policy applies (i.e. San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney and Tokyo), employees are expected to work onsite a minimum of 3 days per week to foster collaboration, team alignment, and access to in-office resources. Workplace type may vary based on location and team requirements. Please speak with your recruiter for details. Additional team-specific guidance and norms will be provided by your manager. 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.
Description
Essential to success in this role is a keen ability to develop new business in relationship with Strategic Customers and to penetrate new divisions and organizations within such accounts. Nutanix provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals.
Responsibilities
- As a high-touch sales representative, you have responsibilities for acquiring new customers and expanding the business through selling with SI partners.
- Develop selling opportunities through SI partners; penetrate new divisions and organizations within relative channel partners; develop new selling relationships within relative channel partners; develop new customer opportunities.
- Schedule and attend sales call appointments with a prospect in the customer.
- Discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
- Respond to RFP's and follow up with prospects.
- Develop an account plan to sell to customers based on their business needs.
- Build and strengthen the business relationship with current accounts and new prospects.
- Recommend marketing strategies.
- Provide status information to your manager including forecast/pipeline information.
- Provide, or facilitate training opportunities for your accounts.
- Provide product feedback back to engineering to improve Nutanix complete block solutions
Skills
- 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.
- 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.
Qualifications and Experience
- 5 years of B2B sales experience preferred.
- Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
- Track record in running large accounts (Inbound/Outbound) in the Enterprise Data center or Cloud space.
- Bachelor's Degree or equivalent experience.