Strategic Enterprise Account Executive

Nutanix; São Paulo; On-site; BRL 400,000 - 700,000; Full time

Job summary

Nutanix in Brazil is seeking an experienced Enterprise Account Executive (IC5) to lead new-logo acquisition across Brazil's largest enterprise groups. You will build executive relationships, map complex organizations, and drive multi-year account plans helping customers modernize IT and accelerate transformation.

Fluent English and Portuguese are required, and you will collaborate with Pre‑Sales, Customer Success, Partners, Marketing, and Services to close strategic deals and establish Nutanix

Qualifications

• Significant enterprise technology sales experience in Brazil with a record of quota achievement in new-logo hunting environments.
• Established relationships within target accounts or related enterprise ecosystems.
• Proven ability to penetrate large, complex organizations and create opportunities in greenfield environments.
• Proven executive-level selling experience with CIOs, CTOs, and senior leaders.
• Strong consultative selling, negotiation, business acumen, and relationship-building skills.
• Ability to develop sophisticated strategic account and territory plans.

Responsibilities

• Develop and execute strategic, multi-year account plans to penetrate a focused portfolio of enterprise accounts.
• Leverage relationships to access CIOs, CTOs, and senior executives.
• Map complex org structures, stakeholders, and procurement organizations.
• Identify whitespace opportunities across infrastructure, cloud, virtualization, applications, data, and IT transformation.
• Own acquisition of new customers and drive complex opportunities from prospecting to close.
• Create demand and develop business cases linking Nutanix to measurable outcomes.
• Lead multi-threaded sales cycles navigating technical, commercial, procurement, legal, and executive environments.
• Coordinate Nutanix resources, partners, and stakeholders to win strategies.
• Maintain strong pipeline, forecasting, and territory performance with accountability for results.
• Expand Nutanix relationships across multiple companies and units within each group.

Skills

New logo sales

Enterprise sales

Strategic account planning

C-level engagement

Forecasting & pipeline

Portuguese & English

Job description

Sao Paulo, Brazil Hungry, Humble, Honest, with heart!

The Opportunity

Nutanix is looking for a highly experienced and strategically minded Enterprise Account Executive (IC5) to lead the development and penetration of a select group of Brazil's most strategic enterprise organizations. This is a strategic greenfield / whitespace role focused on acquiring new customers across Brazil's largest enterprise corporate groups, particularly within the telecommunications and conglomerate sectors. The successful candidate will build the business from the ground up while leveraging deep knowledge of the accounts, organizational structures, business priorities, technology environments, and decision‑making processes. This is not a traditional account management role. It is a strategic penetration and new‑logo position for an experienced enterprise hunter who can build executive relationships, create demand, navigate complex organizations, and establish Nutanix as a strategic technology partner. The ideal candidate will have several years of experience working directly with these strategic accounts or closely related enterprise ecosystems, with established relationships and a strong understanding of how these organizations operate.

Enterprise Sales at Nutanix

The Enterprise Sales team in Brazil is focused on helping the country's largest and most complex organizations modernize their IT environments and accelerate business transformation. You will work closely with a dedicated Pre‑Sales Engineer and cross‑functional teams including Customer Success, Renewals, Partners, Marketing, and Professional Services. You will also collaborate frequently with the US Enterprise team, requiring fluent and effective communication in English, while leveraging global resources and expertise to engage strategically with complex enterprise organizations.

Your Role

• Develop and execute strategic, multi‑year account plans to penetrate a focused portfolio of enterprise accounts.
• Leverage existing relationships to establish access to CIOs, CTOs, business executives, and other senior decision makers.
• Map complex organizational structures, business units, stakeholders, influencers, champions, and procurement organizations.
• Identify and develop whitespace opportunities across infrastructure, cloud, virtualization, applications, data, and broader IT transformation initiatives.
• Own the acquisition of new customers and drive complex, high‑value opportunities from prospecting through close.
• Create demand and develop compelling business cases connecting Nutanix solutions to measurable business outcomes.
• Lead multi‑threaded sales cycles and navigate complex technical, commercial, procurement, legal, and executive environments.
• Orchestrate Nutanix resources, partners, and customer stakeholders to develop and execute winning strategies.
• Maintain strong pipeline, forecasting, and opportunity management discipline, with full accountability for territory performance.
• Establish Nutanix as a long‑term strategic partner and expand relationships across multiple companies and business units within each corporate group.

What You Bring

• Significant enterprise technology sales experience in Brazil, with a proven track record of achieving or exceeding quota in a new‑logo / hunting environment.
• Several years of experience and established relationships within the target accounts or closely related enterprise ecosystems.
• Demonstrated ability to penetrate large, complex organizations and create opportunities in greenfield or whitespace environments.
• Proven executive‑level selling experience with CIOs, CTOs, and senior business leaders.
• Strong consultative selling, negotiation, business acumen, and relationship‑building skills.
• Ability to develop sophisticated strategic account and territory plans.
• Strong understanding of enterprise IT, including cloud, infrastructure, data centre, virtualization, applications, or related technologies.
• Exceptional executive communication and presentation skills.
• Strong forecasting, pipeline management, and sales execution discipline.
• Ability to operate independently, take ownership, and thrive in a highly competitive environment.
• Fluent in Portuguese and English, with the ability to communicate effectively with senior stakeholders in both languages.

What Success Looks Like Success Will Be Measured Not Only By Bookings, But By The Ability To Build a Sustainable Nutanix Franchise Across a Strategically Important Portfolio Of Enterprise Organizations. The Successful Candidate Will

• Establish meaningful executive relationships across the assigned accounts.
• Accelerate Nutanix's penetration by leveraging existing relationships and account knowledge.
• Build significant qualified pipeline from a greenfield starting point.
• Win new logos and establish Nutanix as a strategic technology partner.
• Develop opportunities across multiple companies and business units within each corporate group.
• Consistently achieve and exceed quota.

The Ideal Candidate

You are an experienced strategic enterprise hunter who already understands how Brazil's largest and most complex organizations operate. You know how to turn relationships into executive access, executive access into business conversations, and business conversations into strategic opportunities. You are a builder who is comfortable starting with little or no installed base and creating a significant business where none exists today. Most importantly, you bring the relationships, executive credibility, business acumen, and persistence required to strategically penetrate complex organizations and establish Nutanix as a long‑term strategic partner.

Learn more about http://www.nutanix.com/careers.