Commercial Account Manager · Delhi

Hungry, Humble, Honest, with Heart.

The Opportunity

Nutanix is looking for a Commercial Account Manager for India. As a Commercial Accounts Manager, you are responsible for selling Nutanix Products and Solutions through Channel Partners and interacting directly with customers in India. You will also be working closely with a Sales Engineer in the territory. Essential to success in this role is a keen ability develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Nutanix provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would work very closely with the co-founders and VPs and greatly influence sales team decisions and initiatives.

About the Team

At Nutanix, as a potential job applicant joining our Commercial Sales team, you will become part of a dynamic group comprising 9 team members located across major cities in India including Delhi, Mumbai, Bangalore, Hyderabad, and Chennai. Our team culture thrives on collaboration, working closely with presales, channel sales, and marketing teams to drive success and deliver exceptional service to our clients.

You will report to the Director of Commercial Sales who will guide you in leveraging your skills and expertise to achieve the team's goals. At Nutanix, we offer a hybrid work setup where you will be expected to be present in the office for 2-3 days a week, allowing for a balanced approach between in-person collaboration and flexibility.

As part of your role at Nutanix, travel will be a requirement, providing you with the opportunity to engage directly with clients and partners to build strong relationships and drive business growth. This aspect of the role ensures that you will have hands-on experience in various environments, enhancing your skills and perspectives within the industry.

Your Role

• Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.
• Schedule and attend sales call appointments with a prospect in partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
• Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Respond to RFP's and follow up with prospects.
• Develop an account plan to sell to customers based on their business needs.
• Build and strengthen the business relationship with current accounts and new prospects.
• Recommend marketing strategies.
• Provide status information to your Manager including forecast/pipeline information.
• Provide, or facilitate training opportunities for your accounts.
• 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 preferred.
• Experience demonstrating a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
• Experience in selling Cloud/ storage solutions and visualisations solutions
• Bachelor’s Degree or equivalent experience
• Strong verbal and written communication 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 and the competitive landscape.
• Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.
• Experience using SFDC and other CRM software.
• Track record of exceeding assigned sales quotas in contiguous, multiple years.