The Opportunity
Nutanix is looking for a Territory Account Manager for Center – Southern Italy and Malta. As a Territory Account Manager, you will be responsible for selling Nutanix’s Products and Solutions through Channel Partners and interacting directly with customers in this region. You will also be working closely with a Sales Engineer in the territory.
Essential to the success in this role is a keen ability to 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 be working very closely with the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.
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
* As a Territory Account Manager you will be a key player within the Nutanix field sales team to drive net new business sales into existing customers and new strategic accounts leveraging the channel partner ecosystem
* Use relationship management techniques to develop selling opportunities, penetrate new divisions and organizations within the assigned geography
* You will use your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
* Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or formal sales presentation addressing their business needs
* Respond to RFP’s and follow up with all the involved Channel partners
* Develop an account plan for the assigned accounts working closely together with all the relevant internal stakeholders like for example Pre-Sales, Cloud Economist, Marketing, Channel Managers, Global System Integrator Sales Manager, etc. to uncover business opportunities and sell to customers based on their business needs
* Recommend marketing strategies
* Provide regular status updates 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 to engineering to improve Nutanix complete block solutions
What You Will Bring
* 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
* Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions
* 5–10 years of sales experience and a track record of exceeding assigned sales quotas in contiguous, multiple years
* Experience managing complex enterprise sales cycles, including high-value opportunities typically exceeding €1M, involving multiple stakeholders and long sales cycles
* Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required
* Fluency in Italian and English is required for this role