"Hungry, Humble, Honest, with Heart."
Nutanix is a global leader in hybrid multicloud, providing a single platform to run and manage all apps and data everywhere. Beyond eliminating infrastructure complexity, we empower enterprises to leverage AI (Artificial Intelligence) and cloud-native development, freeing customers from IT operations management so they can focus on business innovation.
Guided by our core values of "Hungry, Humble, Honest, with Heart," we are committed to continuous learning and team collaboration to contribute to our customers' success.
The Opportunity
Do you love technology? Are you ready to transform the way companies work? If you have a passion for Enterprise Cloud Technology and a vision for the future of business, we want to talk with you.
Nutanix (NTNX) is looking for a dynamic Senior Subscription Account Manager to deliver exceptional customer service and improve customer retention and subscription renewals for Nutanix customers.
In this role, you will advise our customers on maximizing the value from a wide array of Nutanix solutions. You will also play a key role in our revenue goals by working closely with the sales organization and Renewal Quote Representatives to maximize renewal revenue and rates. Your day-to-day will involve collaborating and coordinating with Field Sales Account Managers and Systems Engineers (SE) to promote overall product adoption and utilization within your assigned portfolio, ensuring a best-in-class customer experience.
We support your success with a personalized onboarding program.
After 6 months: You will be comfortable with internal tools and processes and will have built strong relationships with internal and external stakeholders. You will be able to define customer engagement plans in collaboration with your regional account team.
Within 1 year: We are confident you will have built strong trust with our customers. You will lead the development of tailored optimization plans based on a deep understanding of their unique needs and challenges. As a strategic partner, you will advise them on maximizing their use of Nutanix solutions to positively impact their day-to-day business and bottom line.
About the Team
The Nutanix Subscription Account Management team is part of a broader organizational ecosystem focused on product adoption, renewals, retention, and accelerating revenue growth. You will work closely with internal Sales, Marketing, Channel (partner sales), and Support organizations, and have access to the growing community of Nutanix customers, partners, and distributors in your region.
How We Work
Our team operates in a hybrid model, offering flexibility between working from home and the office. Our office environment is modern and comfortable. While there is occasional travel for team events, we generally stay connected through weekly meetings and daily chats.
Key Responsibilities
- Regularly conduct customer-facing activities to drive product adoption, deliver value, and increase renewal potential, including:
- Preparing and conducting progress checks for customers approaching renewal, hosting license activation workshops, and performing commercial reviews to drive renewal success.
- Leading customer conversations regarding product adoption, support cases, and license expiration using "Progress Check-Ins" created in collaboration with Systems Engineers (SE).
- Managing the full renewal opportunity and all related forecasting.
- Developing long-term, strategic plans with customers.
- Projecting and managing adoption and implementation plans.
- Working cross-functionally with Sales, Systems Engineering, and Renewal Quoting to provide a holistic customer experience (including escalating potential up-sell/cross-sell opportunities identified during client interactions to field account teams).
- Collaborating with account teams and internal resources to address and negotiate customer concerns or objections.
- Reporting customer feedback and advocating for customer needs within the Nutanix ecosystem.
- Coordinating with Engineering and Services teams to resolve post-sale implementation issues.
- Proactively coaching team members on best practices to ensure the success of the team and all customers.
- Collaborating with regional leads (Theatre Leads) to develop executive engagement plans.
Required Experience & Skills
- 4+ years of experience in software sales and customer adoption, retention, and renewals.
- Proven track record in renewal and recurring revenue models.
- Experience connecting customer business objectives with the necessary technology (knowledge of virtualization, storage, servers, Cloud, and networking is a plus).
- Proven track record of overachieving in a metrics-driven environment (you will fit right into our culture).
- Strong analytical and organizational skills.
- Ability to build strong customer relationships and a passion for customer success.
- Solid sales instinct with excellent presentation and negotiation skills.
- Ability to creatively solve problems under pressure when handling customer issues.
- Exceptional verbal and written communication, prioritization, and time management skills.
- Self-motivated while also being a strong team player.
- High energy, drive, and a strong sense of responsibility.
- Ability to adopt a continuous improvement approach and actively contribute to team processes and procedures.
- Native-level Japanese and conversational/business-level English skills.