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Channel Sales Manager

Channel Sales Manager

NutanixTokyo, Japan
21 days ago
Job description

The Opportunity

Nutanix is looking for a Channel Sales Manager in Japan. As a Channel Sales Manager, you are responsible for selling Nutanix Products and Solutions through the assigned partner and interacting directly with Japan sales teams. You will be working closely with the Japan High-Touch sales and SE leaders.

Essential to success in this role is the ability to build strategic partnership with existing and new Nutanix channel sales partners and to maximize growth of Nutanix products and solution selling through such partnership. This will be achieved shoulder to shoulder with the native Nutanix team in Japan and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the stake-holders in Japan, VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.

Your Role

  • Lead and develop the business of partners
  • Develop and execute joint go-to-market strategy leveraging partner eco-system
  • Drive revenue and bookings growth through partners
  • Operational Activities – Track / Manage DR, CR, Review Forecast with Nutanix partners & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level
  • Biz Dev Activities – Build & Execute Plans by Territories with partners & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, partners to engage in building coverage, Leverage channel partners sales force to reach out to the customers beyond reach of Nutanix native sales force
  • Enablement Activities - Channel Partner sales force in collaboration with Nutanix sales teams
  • Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between channel partners & Nutanix, Collaborate with Nutanix reps on maximizing sales Pipeline
  • Executive Coverage – Periodical Meetings with executives from key channel partners to update & identify the areas to grow the relationship
  • Help partners to respond to strategic RFP's and follow up with prospects
  • Build and strengthen the business relationship with current accounts and new prospects together with the partner and the Nutanix sales team
  • Provide status information to your Manager including forecast / pipeline information for the business through partners
  • Provide, or facilitate training opportunities for partners
  • Provide product feedback back to engineering to improve Nutanix solutions for partners

What You Will Bring

  • Minimum 10+ years of experience in international business development, or sales / marketing in the enterprise software business
  • Track record in partner relationship development and management
  • Strategic and tactical thinker with a passion for execution and delivering results
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Nutanix and the alliance partner
  • Ability to communicate with managers about their business challenges and Nutanix data management storage solutions
  • Experience using SFDC and other CRM software
  • Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the partner and field organization (Sales Engineers and Sales reps)
  • Excellent communication skills with English, and the ability to present in front of large audiences both in-person and over Zoom (or equivalent)

    • 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 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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    Sales Manager • Tokyo, Japan