”Hungry, Humble, Honest, with Heart.”
Nutanix is a global leader in hybrid multicloud, providing a single platform to run and manage any app or data, anywhere. Beyond eliminating infrastructure complexity, we empower enterprises to leverage AI (Artificial Intelligence) and cloud-native development, freeing customers from IT management so they can focus on business innovation.
Guided by our core values of being "Hungry, Humble, Honest, with Heart," we are committed to continuous learning and team collaboration to drive customer success.
The Opportunity & Mission
Nutanix (NTNX) is looking for a Subscription Account Manager to deliver exceptional customer experiences and contribute to improved retention and renewals. In this role, you will advise customers on how to maximize the value of Nutanix's diverse solutions and play a key role in achieving revenue targets. You will work closely with regional sales teams and renewal specialists to maximize renewal rates and revenue.
In your daily work, you will collaborate with sales representatives and systems engineers to enhance product adoption and implementation, ensuring a consistently high-quality customer experience.
Upon joining, you will be supported by a personalized onboarding program. Within 6 months, you will be proficient in our tools and processes, building trust with internal and external stakeholders, and developing customer engagement plans for your territory. Within a year, you will aim to build strong relationships with customers, deeply understanding their challenges and needs to propose optimization plans. As a strategic partner, you will help maximize the use of Nutanix solutions, contributing to daily operational improvements and business performance.
About the Team
The Nutanix Subscription Account team is part of an organization dedicated to driving product adoption, renewals, retention, and accelerating revenue growth. You will work closely with internal global sales, marketing, channel, and support departments, while also connecting with a network of regional customers, partners, and distributors.
Work Style
Our team operates on a hybrid model, offering flexibility between working from home and the office. Our offices provide a modern and comfortable environment. While there is occasional travel for team events, we primarily stay connected through weekly meetings and daily chat.
Key Responsibilities
- Drive product adoption, value delivery, and renewal rates through regular customer engagement (e.g., progress reviews, license activation workshops, commercial reviews).
- Lead customer conversations regarding adoption, support, and license expiration based on progress reports created with systems engineers.
- Manage and forecast renewal opportunities.
- Develop long-term strategic plans with customers.
- Plan and manage adoption and implementation initiatives.
- Collaborate with sales, SEs, and renewal teams to optimize the customer experience (identifying and escalating upsell/cross-sell opportunities to the sales team).
- Address and negotiate customer concerns in collaboration with internal teams.
- Act as a customer advocate by providing feedback to internal teams.
- Coordinate with engineering and service teams to resolve post-implementation issues.
- Share best practices and mentor team members to ensure collective success.
- Plan and execute executive-level engagement.
Required Experience & Skills
- 3 to 10 years of experience in software sales and customer adoption, retention, and renewals.
- Proven track record in subscription/recurring business models.
- Experience connecting customer business goals with technology (knowledge of virtualization, storage, servers, cloud, and networking is a plus).
- Proven track record of achieving results in a KPI-driven environment.
- Strong analytical and organizational skills.
- Ability to build customer relationships and a strong passion for customer success.
- Sales acumen with strong presentation and negotiation skills.
- Creative problem-solving abilities.
- Excellent verbal and written communication, prioritization, and time management skills.
- Ability to work autonomously while being a strong team player.
- High energy, proactive, and responsible.
- A continuous improvement mindset and a willingness to contribute to team operations.
The Opportunity
Nutanix (NTNX) is looking for a dynamic Subscription Account Manager to deliver exceptional customer service and improve customer retention and subscription renewals for Nutanix customers. As a Subscription Account Manager, you will advise our customers on maximizing the value from a wide array of Nutanix solutions, while playing a key role in helping us realize our revenue goals, including working closely with your peers in our regional sales organization and Renewal Quote Representatives to maximize the renewal revenue and renewal rate. Your day-to-day will include collaboration and coordination with our Field Sales Account Managers, and Systems Engineers to focus on the overall adoption and utilization of your existing portfolio to provide an ongoing best-in-class customer experience.
We enable your success through personalized onboarding. In 6 months, you will be comfortable with the tools and processes, built positive relationships with your internal and external ecosystem and be able to define a customer engagement plan aligned with your Nutanix account team for your dedicated territory. We are confident that within your first year you’ll have developed strong relationships with our customers. You’ll be driving the design of tailored optimization plans driven by your comprehensive understanding of their unique needs & challenges. Working as a collaborative, strategic partner you’ll advise them in how to maximize their utilization of Nutanix Solutions to positively impact their day-to-day business, and year end bottom line.
About the Team
The Nutanix Subscription Account Teamis part of a broader ecosystem of functions focused on product adoption, renewals, retention, and accelerating revenue growth. In addition to being closely integrated with our internal Global Sales, Marketing, Channel, and Support organizations, you will also have access to the growing Nutanix customer, partner, and distributor community in your region.
How We Work
We are a fully hybrid team. We provide you with the flexibility to work from home or work in the office in order to maximize your productivity. Our 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.
Your Role
- Maintain a consistent cadence of client-facing activities designed to increase product adoption, deliver value to the customer, and increase the likelihood of renewals, including (i) Preparation and delivery of progress checks for renewal customers, (ii) License activation workshops, (iii) Commercial reviews, all of which are designed to drive the increased success of renewals.
- Present Progress Check-Ins developed with Customer Systems Engineers to drive customer conversations surrounding adoption, support cases, license expiration, etc.
- Manage the full renewal opportunity and all related forecasting activities
- Develop strategic long-term plans with customers
- Project and manage adoption and implementation plans
- Work cross-functionally with the Sales Organization, Systems Engineering, and Renewal Quoting to provide a holistic customer experience, including escalating any potential up-sell/cross-sell opportunities found through client interactions to field account teams
- Work with Account teams and internal resources to negotiate and address customer objections as they arise
- Report customer feedback and advocate customer needs in the Nutanix ecosystem
- Coordinate the resolution of post-sale implementation issues together with the Engineering and Services team.
- Proactively coach team members on best practices to ensure the success of the team and every customer
- Plans executive engagement with theatre leads
What You Will Bring
- 3 to 10 years of experience in software sales and customer adoption, retention, renewals
- Experience and successful track record with renewal and recurring revenue model
- Experience connecting customers' business objectives with necessary technologies to achieve them; Knowledge of technologies such as virtualization, storage, servers, Cloud, and networking is preferred
- Experience and successful track record of overachieving in a metrics-driven environment will prepare you for our environment.
- Strong analytical and organizational skills
- Strong customer relationship development skills; passionate about customer success
- Solid sales instinct with excellent presentation and negotiation skills
- Creative problem solving under pressure when working through customer issues.
- Exceptional verbal and written communication, prioritization, and time management skills
- Self-motivated but also a team player
- High energy, drive, and sense of responsibility
- Ability to adopt the approach of continuous improvement and actively contribute to the process and procedure of the team.