Channel Sales Manager

The opportunity   

Nutanix is looking for an Account Manager Channel Sales to join our team in Milan, where you will be responsible for fostering the relationship between Nutanix and channel & OEM partners throughout their territory.  

  As a Channel Sales Manager, you have a high impact, very prominent role. You will be responsible for establishing Nutanix as an innovative technical and business leader in the channel and for helping close a growing number of transactions within his region. Your role will be techno-commercial, with a strong focus on the healthy mix between technical and business solution selling, sales enablement and relation building  

Sales at Nutanix   

Our sales team at Nutanix have a keen ability to develop new accounts and 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.  

Your role  

• Recruit, enable and drive new partners in the country/territory  

• Engage as part of the Channel team and regional sales and marketing team to meet and exceed the regional team's sales goals.  

• Drive and close deals in collaboration with the sales team and the channel partners in the region.  

• Drive sales through technical expertise, account management skills, and exceptional Partner focus on the technical level and business solution selling.  

• Present Nutanix Solutions value proposition to our Partners, and assist/enable partners in field prospect meetings, demo’s and offers.  

• Manage and deliver technical enablement plans with our key Partners, tied to key measurables (sales & engineering certifications).  

• Demonstrate Nutanix solutions as part of the ongoing development of Partners.  

• Identify and collaborate with partners around solution bundles for various verticals: VDI, Private Cloud, DR, Big Data, Health Care, Education, etc.  

• Collaborate with Southern Europe (SEUR) channel and marketing leadership, and regional Field leadership and resources to develop content to better help enable the Channel.  

What you will bring   

• Thorough understanding of one or more of the following areas: Application Virtualization, Server Virtualization, and Networking, Storage, and Platform Performance/Sizing  

• Ability to maintain relationships with sales, technical and marketing resources at all levels of a Partner and field organization (Sales Engineers and Sales reps)  

• Thorough understanding of sales techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals  

• Ability to assist and train partner technical resources to run demos and offers for end users  

• Forecasting on channel sales pipeline and delivering sales results through the channel  

• Flexible, dependable, self-starter, and capable of quickly learning new products and technologies  

•  Excellent oral and written communications skills, as well as excellent presentation skills  

• High level of specialized sales and product-solution knowledge  

• 10 + years prior Sales experience, solution selling or Reseller management  

• Experience in a high-tech sales environment with a demonstrated track record of success in driving customer adoption of technology and reaching channel sales goals  

•  Excellent Italian and English oral and written communication skills is required for this position 

About the team you will join 

Meet the hiring manager and Sales Director for Italy, Benjamin Jolivet  

(https://www.linkedin.com/in/benjaminjolivet/) 

• I joined Nutanix just a year ago. I was hooked by the solutions set, the culture of engagements with customers and the quality of the management team in EMEA 
• Before Nutanix, I worked more than 14 years In Citrix in a variety of leadership roles where I was proud to revamp the Distribution Program for Citrix, its global marketplaces strategy and initiated some of the key initiatives to accelerate on MSP and midmarket.  
• In my spare time I like to enjoy good wines with friends, reading books, listening to music, travelling, playing tennis, swimming and cycling 
• When recruiting for my team, I always look for the inner personality, the soft skills, the curiosity and stamina and someone with excellent emotional intelligence.  

What the team say about Benjamin 

Benjamin has a unique ability to inspire people to work in new ways keeping team organized and on schedule. His constant communication helps lift our spirits in challenging situations and push us to reach our full potential. He always maintains very good relation with co-workers and clients. I thoroughly appreciate working with him at Nutanix. 

Zoé Bempéchat, Channel Sales Manager 

How we work 

Our sales team is a fully hybrid team with the team working throughout EMEA. When working from home, you will still feel connected to the team with our weekly meetings, 1-1s and daily slack (instant messaging) chats and we try to swing by the office once every week or two to catch up, socialize and enjoy our amazing office space! 

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 [email protected]

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