Hungry, Humble, Honest, with Heart.
The Opportunity
Nutanix is looking for an Account Manager for the Government vertical in Mumbai, India. As an Account Manager, you are responsible for selling Nutanix Products and Solutions through Channel Partners and interacting directly with Government customers in India, especially the Public sector Undertakings, State govt entities and some Central govt Departments. You will also be working closely with a Sales Engineer in the territory. Essential to succeed in this role is a good understanding of the Govt segment, partners, consultants and the beat of business. This role requires the ability to break in and develop new accounts in PSU, State Govt & Ministries and to expand in 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 be working very closely with the partners and extended ecosystem of complimentary OEM's, who will have a large amount of influence on sales team decisions and initiatives at customer premise owing to the complex nature of projects.
About the Team
At Nutanix, our Sales team is a close-knit group of passionate and driven individuals who are dedicated to driving growth and success for the company. Our Sales team is located across various regions and comprises a diverse group of professionals who collaborate seamlessly to achieve common goals. The team culture is characterized by mutual respect, open communication, and a strong focus on innovation and excellence. Our Director of Sales provides mentorship and support, fostering a nurturing environment that encourages teamwork and personal development.
You will report to our Director of Sales, a seasoned leader with a wealth of experience in the industry. Our work setup at Nutanix is hybrid, allowing for a blend of remote work and in-office collaboration. You will be expected to be in the office 3-4 days a week to engage with your team, attend meetings, and participate in critical discussions. This setup promotes a balance between flexibility and teamwork, ensuring that you have the autonomy to manage your tasks while also benefiting from face-to-face interactions with colleagues.
As part of the Sales team at Nutanix, there are travel requirements involved due to the nature of our business. You may be required to travel to meet with clients, attend conferences, or participate in training sessions. This offers a valuable opportunity to build relationships, gain new experiences, and expand your skills while representing Nutanix in the marketplace.
Your Role
Use relationship management techniques to develop selling opportunities within PSU, State Govt entities, Central Govt Ministries and expand into the same.
Develop and work with the partner ecosystem in this segment to unearth new selling relationships within these accounts.
Develop new direct selling opportunities by working closely with the customers.
Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
Respond to RFPs 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.
Provide status information, for 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's complete block solutions.
Work with complimentary OEM's and partner organizations to derive a win-win solution for the customer, Nutanix, partner ecosystem.
What You Will Bring
Min 15+ years of Govt sales experience preferred.
Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
Experience of selling server/storage/virtualizations solutions in the past
Bachelor's Degree or equivalent experience
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 data management storage solutions.
Experience using SFDC and other CRM software.
Track record of exceeding assigned sales quotas in contiguous, multiple years.