Director, OEM Sales & Alliances, EMEA (m/f/d)

Nutanix Germany GmbH; München; Remote; EUR 180,000 - 280,000; Full time

Job summary

Nutanix Germany GmbH is seeking a Director of OEM Sales & Alliances, EMEA, to lead OEM/ISV sales and drive growth across strategic partnerships. You will shape the EMEA theater strategy and enablement plans with cross-functional teams in Sales, Channel, Marketing, and Product.

The role demands 10+ years in tech partnerships, an MBA or equivalent, and a remote-first approach with frequent travel (up to 50%). You will report to senior leadership and guide partners toward revenue targets.

Qualifications

• Experience driving technology partnerships in enterprise software and data center industries.
• Proven ability to build relationships across Sales, Channel and Marketing.
• Strong cross-functional leadership and execution discipline.

Responsibilities

• Lead OEM/ISV sales teams in EMEA and drive revenue growth.
• Develop and execute an EMEA go-to-market strategy with partners.
• Collaborate with Sales, Channel and Marketing to align partnership programs.

Skills

Partnerships

Team leadership

Strategic planning

Sales enablement

Education

MBA or equivalent

CS/Engineering background

Job description

Hungry, Humble, Honest, with Heart.

The Opportunity

Nutanix is looking fora Director of OEM Sales & Alliances, EMEAto join our strong and winning team. Thisisahigh-profile position within the organisation, requiring regular engagement with sales leadership, and tasked with the responsibility of delivering a successful EMEA theater strategy focusing on growth across our partnerships.

This person will be responsible for leading our OEM & ISV sales teams in EMEA, creating and executing a comprehensive go-to-market strategy and enablement plan across the various OEM & ISV sales team. Candidates must have strong team management skills, easily build and manage relationships across departments and a proven methodology to deliver revenues against plan. To be successful, daily cooperation with the Sales, Channel and Marketing organisation are essential in order to maintain alignment and strengthen the execution. The role holds significant opportunity to shape and accelerate Nutanix’s growth in the coming years.

We are looking for a true agile leader that can drive results, build internal consensus, and is focused on execution.

OEM/ISV Team at Nutanix

The Nutanix business development team is tasked with managing and provisioning a growing number of applications now and into the future. Our goal is to unify the management of apps, data, and cloud services across our proprietary hybrid-multi cloud environment to decrease operational complexity, thereby enhancing focus on strategic business outcomes. We drive maximization of efficiencies of our hyper-converged infrastructure which encompasses compute, storage, virtualization, and networking on the Nutanix Cloud Platform.

As part of our rich ecosystem, we work with industry-leading OEM vendors that integrate our solutions in their portfolio and take them to market via their Field and Channel teams.

Your Role

You will be responsible for developing and executing an overall vision, strategy, and work plan for strategic partnerships in the EMEA theater, with a focus on growth in partnerships with OEMs and ISVs. This includes identifying key areas of potential synergy and aligning Nutanix with business verticals, industries, target growth markets, and solutions offerings.

You will engage all relevant stakeholders, including Sales, Marketing, Product Management, Services, and decision makers, to ensure cross-functional alignment and the development of joint Nutanix-partner offerings. This involves building strategic alignment with Nutanix Channel partners and driving go-to-market programs, solutions development, field enablement, and technical alignment.

As the Director, you will lead the EMEA OEM sales teams, including hiring, training, setting objectives, and monitoring performance.

You will also drive cross-functional alignment with internal stakeholders and lead through influence to ensure that all departments are aligned with the partnership strategy and execution plans.

You will oversee the development and management of strategic partnerships, maintaining communication and ensuring alignment on strategy and tactical issues. This includes initiating, building, and managing relationships with key partners in the ecosystem.

As a high-profile position, you will represent Nutanix to key stakeholders within partner organizations. This includes evangelizing Nutanix and its offerings, engaging in high-level negotiations, and driving partnership success. You will also be responsible for creating and executing a comprehensive go-to-market strategy and enablement plan for the EMEA team, setting a strategic vision, and guiding the team towards long-term objectives.

In your first year, your objectives will include defining and executing a comprehensive go-to-market strategy for the EMEA, building and strengthening strategic partnerships, fostering cross-functional team collaboration, achieving sales targets and growth objectives, and optimizing sales processes and partnership management practices for operational excellence.

What You Will Bring

• Demonstrate 10+ years of experience driving technology partnerships in enterprise software, virtualization, storage, and data center industries.
• Held positions at EMEA-level in previous technology companies with an up to date and corresponding network across the major players.
• Understand major industry trends in enterprise software and infrastructure, such as Cloud, Virtualization, Big Data, etc.
• MBA or equivalent degree, with a background in Computer Science, Engineering, or related field preferred.
• Showcase your ability to build strong relationships, collaborate effectively with various teams, and manage multiple projects simultaneously.
• Open-minded attitude, always putting the mission before personal benefit.
• This role requires extensive travel to be successful, candidates should be willing to travel 50% of the time.

Work Arrangement

This position is primarily remote. There is no specific in-office requirement, however, we try to get together on a regular basis, or there may be circumstances where you may be required to come into a local office for a specific purpose, and/or to travel to other locations based on business needs.