Oem Sales Manager, Anz - Sydney, Australia - Nutanix

Nutanix
Nutanix
Verified Company
Sydney, Australia

1 month ago

Olivia Brown

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Olivia Brown

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Description

_OEM Sales Manager _

_Hungry, Humble, Honest, with Heart _

The Opportunity
Nutanix is looking for an OEM Sales Manager for the ANZ region.

As an OEM GTM Sales Manager, you are responsible for positioning and the sales of Nutanix software through the OEM partner organizations.

You will also be interacting directly with country, regional and corporate stakeholders to grow the overall Australia business through our OEMs.

You will be working closely with the ANZ sales and presales teams as well as Channel team.

You will work closely with your OEM partners such as HPE, Lenovo, Dell and now Cisco to grow mindshare and new business acquisition for Nutanix Software, and delivered on the OEM platform either directly through the OEMs or via their reseller ecosystems.


Essential to success in this role is the ability to think strategically, to plan programs and drive execution resulting in booking growth and active co-selling opportunity creation together with the OEM Sales and Marketing organization.

This will be achieved shoulder to shoulder with the local Nutanix team in ANZ and the regional/corporate teams providing 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 local sales and OEM partner leadership to influence and support sales and drive and initiatives across the region.

You would be directly reporting to the Director for OEM Sales for the APJ and Greater China regions with an in country dotted line to the ANZ Managing Director.


Sound like you? Read on.

Your Role

  • Drive revenue and bookings growth through the OEM partners.


  • Operational Activities

  • Track/ Manage Deal Registration (DR), Cost Relief (CR), Review Forecast with OEM Teams & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Country teams & at an Executive Le


  • Biz Dev Activities

  • Build & Execute Plans for your region with OEM & Nutanix team to build pipeline, Identifying Key Deals to Win & ensure teams are aligned, and work with Country, regional and corporate marketing to Plan/ Execute Demand Gen Programs with marketing
  • Enablement Activities serve as a SME speaker while conducting Sales enablement activities
  • Conflict Management & Collaborate
  • DR Issues, Pricing Decisions, Work in the best interests of the relationship between OEM & Nutanix, Collaborate with Nutanix reps on maximizing Nutanix Pipeline


  • Executive Coverage

  • Build a regular cadence with partner Leaders at the OEM as well as regular updates to Country, regional and global leaders to update and track on the state of business and & identify the areas to grow the relationship
  • Build and strengthen the business relationship and plan between the Nutanix sales team and the OEMs
  • Recommend marketing strategies to drive demand.
  • Serve as the voice of the field in providing feedback to our Product teams and engineering, partnering with our OEM and Partner System Engineers

What You'll Bring

Requirements:


  • Strong verbal and written communications 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 of both Nutanix and the OEM partners.
  • Sales experience with target account selling, solution selling, and/or consultative sales techniques, though optional, is highly recommended
  • 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 strong, independent problem solving capabilities
  • Experience using SFDC and other CRM software.
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps). Team and people management skills would be beneficial with experience building and motivating teams for hyper performance

Qualifications and Experience:


  • 10+ years of Channels, Sales and business development experience preferred.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is preferred
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps).
  • Strong bias for action and results is essential for success in this role. Bachelor's Degree or equivalent experience.
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