Enterprise Account Manager

Hungry, Humble, Honest, with Heart.

The Opportunity

We seek an ambitious and highly motivated Enterprise Account Manager to join our sales team in Melbourne. You will be responsible for selling Nutanix's products and solutions through channel partners.   If you are passionate about sales and building positive relationships with customers and channel partners, thrive in a team environment, and want to strive to continuously learn, grow, win, and exceed quotas – let's talk

About the Team

You would be joining the Enterprise Sales team, a dynamic group of passionate professionals located across Australia and New Zealand. Driven by the goal of disrupting the traditional data center landscape within Enterprise accounts, this team thrives on bringing simplicity and efficiency to a complex industry. Collaboration is at the heart of our culture, and you'll find a strong emphasis on teamwork and support, as team members work together with the sales function and cross-functional teams to achieve and exceed performance goals. The Enterprise Sales team is further empowered by the expertise of Sales Engineers, field marketing teams, and an exceptional support staff, ensuring a comprehensive approach to driving success.

You will report to the Managing Director of Nutanix ANZ, who has a proven track record in igniting strategic channel partnerships and navigating complex sales environments. With a passion for helping enterprises maximize their technology investments through rational and educated innovation, he takes a hands-on approach and maintains an open communication style. He is deeply committed to supporting team members' career growth while fostering an environment of teamwork and collaboration to drive success. 

Your Role

• You will use relationship management techniques to develop selling opportunities within end customer organizations; penetrating new divisions and organizations within assigned accounts. Build, harness and develop new selling relationships including developing new direct selling opportunities.
• Strong executive presence and ability to engage at a senior customer level to drive Nutanix mindshare and strategic thought leadership.
• You will encourage and support scheduled sales call appointments with prospects in our end customer organizations. This includes collaborating with cross team specialists and Nutanix Channel Partner Representatives to also participate in the sales calls to help qualify and accelerate
• You will build and develop a highly strategic account plan to sell to customers based on their sales solutions requirements.
• Using your strong RFP process knowledge you will work closely with key prospects in the development of quotes using a consultative approach which includes; responding to RFPs and follow up with partners and customers.
• Collaborate with Marketing and be creative on how to grow customer and partner accounts including staying afront with new technology changes across Nutanix.
• Provide, or facilitate training opportunities for your accounts as well as training for your industry vertical customers.
• Identify Nutanix customer references that can be utilized when reference selling.
• Provide product feedback back to engineering to improve Nutanix complete block solutions

What You Will Bring

• 10+ years of sales experience in Enterprise Software
• Deep understanding of Enterprise Australia based accounts  and how the drive for simplicity, cloud-first strategies, and cost savings can build positive relationships and deliver significant sales success.
• Proven track record of exceeding assigned sales quotas in contiguous, multiple years.
• Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
• You will have natural flair to deliver impactful and highly articulated presentations at C- Level engagement.
• Strong verbal and written communications skills including presentation skills.
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
• Experience with target account selling, solution selling, and/or consultative sales techniques
• An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.
• Ability to communicate with senior managers about their business challenges and Nutanix value proposition
• Experience using SFDC and other CRM software.
• Bachelor's Degree or equivalent experience

Work Arrangement

Hybrid: 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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