Channel Sales Manager

Description:

Hungry, Humble, Honest, with Heart.
The Opportunity
Are you a strategic thinker with a proven track record in nurturing partner relationships, coupled with a passion for driving sales growth?
Nutanix ANZ is seeking an experienced Channel Sales Manager to join our team in Sydney. In this role, you will be responsible for nationally driving the sales of Nutanix products and solutions through assigned partners,while collaborating closely with both the ANZ sales team and associated OEMs. Success in this position requires the ability to forge and maintain strong, strategic partnerships with channel partners selling Nutanix solutions through DELL or CISCO.
About the Team
You will join the Channel Sales team based in ANZ. The team operates in a collaborative environment where everyone's contributions are highly valued. With a growth mindset at its core, the Channel Sales 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.
You will report to the Head of Channels - ANZ. The work setup is hybrid, requiring you to spend two days a week in the office while enjoying flexibility for remote work the rest of the time. This balance allows for productive collaboration with your teammates while also providing the convenience of working from home.
Travel requirements for this role are approximately 30%, as you will engage with partners and prospects across Australia to expand Nutanix's reach and impact in the market.
Your Role
- Lead and manage business development through DELL and CISCO channels.
- Develop and execute joint go-to-market strategies with partners.
- Drive revenue and bookings growth by leveraging DELL and CISCO partners.
- Oversee operational tasks such as managing deal registrations from partners via OEM, conducting quarterly business reviews and managing sales forecasts
- Drive business development initiatives, including partner enablement and training and strategic account planning
- Engage with executives from key channel partners through regular meetings to update progress and identify opportunities for expanding the relationship.
- Assist partners in responding to strategic RFPs and follow up with prospects.
- Strengthen and expand business relationships with existing accounts and potential prospects, working alongside both partners and the Nutanix sales team.
- Facilitate or provide training opportunities for partners.
What You Will Bring
- 10+ years of channel sales experience within the IT industry, with a minimum of 5 years of OEM experience.
- Proven track record in building and managing partner relationships.
- A strategic thinker with a tactical approach, focused on execution and delivering measurable results.
- Collaborative team player with experience working across sales, marketing, sales operations, system engineering, and product development teams at Nutanix and partner organizations.
- Strong communication skills, with the ability to discuss business challenges and Nutanix data management storage solutions with key stakeholders.
- Solid understanding of sales engineering techniques, including identifying customer needs, overcoming objections, crafting business cases, and closing deals.
- Ability to maintain strong relationships with sales, technical, and marketing teams at all levels within partner and field organizations.
- Excellent communication and presentation skills in English, with the ability to effectively present to both large audiences and virtual teams (via Zoom or equivalent).
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 2 - 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.
We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting CandidateAccommodationRequests@nutanix.com.