Service Provider Account Manager

Nutanix; Mumbai; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Nutanix is seeking an experienced Sales Leader for its Service Provider segment in India, with a focus on driving revenue, partnerships, and market expansion. You will own strategic coverage, build deep SP partnerships, and collaborate with Nutanix field teams to close deals.

The role requires over 10 years in SP sales, strong leadership, and the ability to craft joint go-to-market plans, with a hybrid work model across major locations including India.

Qualifications

• Over 10 years of leadership experience in Service Provider sales.
• Strong ability to develop and execute focused plans.
• Excellent written and spoken communication; relationship-building at all levels.
• Excellent interpersonal and negotiation skills with influence without authority.
• Knowledge of infrastructure and cloud solutions, IT services management, end-user computing, databases.

Responsibilities

• Drive revenue and pipeline goals for the Service Provider market.
• Manage all elements of the sales cycle with SP prospects and customers.
• Evolve India & SAARC SP coverage model to optimize productivity and ROI.
• Build true partnerships with SPs and evangelize Nutanix within partners.
• Collaborate with Nutanix Account Managers to promote SP tenant services.
• Create, track pipeline and close deals with SP tenants with field teams.
• Develop and execute business plans covering relationships, joint solutions, and enablement.
• Collaborate with APJ and HQ SP orgs to shape commercial constructs and governance.
• Coordinate with stakeholders to adapt business plans as needed.
• Define and track business metrics and brief executives with Nutanix partners.
• Educate partner stakeholders on Nutanix value and use cases.
• Focus on long-term strategy while handling tactical activities.
• Develop and execute programs for Service Providers.

Skills

SP sales leadership

Partnership building

Strategic thinking

Excellent communication

Negotiation

Cloud & infra knowledge

Hands-on leadership

Ethics & integrity

Job description

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a highly skilled Sales Leader with a passion for driving growth in the Service Provider market? If so, join Nutanix and be part of a dynamic team that is dedicated to achieving revenue and pipeline goals, building true partnerships with Service Providers, and shaping the future of the industry.

About the Team

You will join the Service Provider Sales team based in India. The team operates in a collaborative environment where everyone's contributions are highly valued. With a growth mindset at its core, the team is supportive and empowering, fostering a culture of success and continuous learning. You can expect to work alongside dedicated colleagues who are committed to helping each other thrive.

Your Role

• Drive activities and initiatives to achieve short- and long-term revenue and pipeline goals of our Service Provider market.
• Manage all elements of the sales cycle selling to/partnering with Service Provider prospects and customers
• Evolve our strategic coverage model for the INDIA & SAARC’s Service Provider business, optimizing productivity and ROI for Nutanix.
• Build true partnerships with our Service Provider partners, understanding their growth strategies, acting as their champion within Nutanix and evangelizing Nutanix within the partner.
• Work closely with Nutanix Account Managers in promoting the tenant services offered by our Service Provider partners.
• Help create/track pipeline and close deals with Service Provider tenants by partnering effectively with Nutanix field teams.
• Own, develop and execute business plans covering relationship building, joint solution development, marketing, enablement, and more.
• Work with our APJ and HQ Service Provider organization to create and/or evolve the proper commercial constructs, product features and business governance for our Service Provider partners.
• Collaborate with various stakeholders within Nutanix and Service Provider organizations, to execute our business plan and evolve it as needed.
• Define and track business metrics and conduct regular business reviews and executive briefings with Nutanix and Service Provider partners.
• Enable partner stakeholders by educating on Nutanix value proposition and use cases.
• Focus on long-term strategy while handling tactical business activities.
• Develop and or execute programs for Service providers

What You Will Bring

• 10+ years of specific experience demonstrating a strong level of expertise in leading sales teams focused on Service Providers.
• Hands-on leadership with strong business acumen.
• Well organized with a track record of developing and consistently executing on focused plans.
• Excellent written and spoken communication skills. Ability to communicate and build strong relationships with all levels of an organization.
• Excellent interpersonal and negotiation skills and the ability to inspire others to act without using explicit authority.
• Knowledgeable about infrastructure and cloud solutions, IT services management, end-user computing, databases, and more.
• Strategic thinker and problem solver and the ability to plan and play out different scenarios to maximize growth.
• Hands-on and can-do “does what it takes” attitude to drive success.
• Highest level of personal and professional ethics and integrity

Work Arrangement

Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. In locations where our workplace policy applies (i.e. San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney and Tokyo), employees are expected to work onsite a minimum of 3 days per week to foster collaboration, team alignment, and access to in-office resources. Workplace type may vary based on location and team requirements. Please speak with your recruiter for details. Additional team-specific guidance and norms will be provided by your manager.