America’s Deal Desk Director

Opportunity Overview

The Director, America’s Deal Desk will play a pivotal role in managing the deal desk team and supporting the business to cement Nutanix’s position in the market with creative, flexible and customer centric selling models. Thought leadership and the ability to work cross-functionally with sales executives and other business leaders to develop and implement business strategies is a must, as we continue to push the boundaries of our standard selling models. Organizationally, this is a highly visible role supporting our Sales Leadership, Client Strategy, Finance and Legal organizations.  
#LI-Remote  #LI-UnitedStates #LI-DealDesk

About Us

Founded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves “Nutants”) are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with an entrepreneurial spirit. Above all, we celebrate what makes each of us unique.

We are humbled to be recognized as one of Bloomberg’s Top 50 Companies to Watch in 2020and one of the Fortune 100 Best Companies to Work For® 2020.

We’re growing fast and disrupting the computing industry. Join us and make your mark.
www.nutanix.com

What You Will Bring

The ideal candidate will a strategic leader with ability to analyze organization goals, market trends and external customer requirements, build effective commercial strategies and execute effectively against these. A nuanced understanding of Nutanix’s various software selling motions is needed, with an aptitude to think outside the box and provide expertise based on industry knowledge, customer buying trends and experience in the field.

About the Team

The America’s deal desk team is comprised of professionals in the US and Mexico will be led by the new America’s Director reporting to Dhruv Patel - Senior Director Worldwide Deal Solutions.
https://www.linkedin.com/in/dhruv-patel-522b493/

Responsibilities

• Trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
• Actively participate in deal reviews with prospects, sales teams, and management
• Serve as an escalation point when needed to help move deals forward
• Cultivate internal relationships with all levels of the sales organization
• Work as the primary liaison between multiple groups, such as revenue, sales ops, legal, pricing, to help facilitate the deal process
• Identify and make recommendations for process improvements; assist or drive implementation
• Collaborate and share best practices across geos/regions
• Ad hoc responsibilities as needed to support the sales team
• Ensure Quotes and non-standard requests are approved within pricing and discount policies
• Constantly evolve software sales strategies and programs that will enable revenue growth for the organization
• Thought leadership, industry expertise, and real-time execution on strategic software selling initiatives to drive Nutanix’s top-line
• Manage and develop a highly skilled team
• Develop comprehensive KPIs to track the team’s success
• Field Sales training and enablement of software strategies to expand the effectiveness of the Client Strategy team

Your Experience

• Thorough understanding of all industry standard and non-standard software selling models, including subscription, SaaS, term, perpetual, on demand, consumption, etc.
• Experience with software financing and deep understanding of financing requirements for both internal and external customers
• Deep understanding of revenue recognition requirements
• Expertise in customer OPEX/CAPEX requirements and ability to offer solutions to potential procurement challenges
• Ability to motivate, train, and help execute software selling strategies within Sales organization
• Ability to maintain relationships with all levels our internal organization and channel partners and work effectively cross functionally
• 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
• Ability to travel within assigned territory and other locations including Corporate HQ

Qualifications and Experience

• +10 years in business experience, including a proven track record of performance in software sales strategy role
• Excellent executive presence, ability to drive adoption and credibility with senior leadership
• Extensive experience and knowledge of software licensing, operations and enterprise sales models, including multi-channel distribution
• Excellent analytical and financial engineering skills
• Previous experience driving and building business plans and investment strategies
• Detail-oriented but can also see the big picture. You can crunch the numbers and articulate the key takeaways in an executive summary
• Exceptional analytical and quantitative skills; superb at both conceptual and spreadsheet-based modelling
• Able to develop creative solutions to complex problems and gain buy-in of colleagues across functions
• Excellent at planning and program management – ability to look ahead to meet regular deadlines and predict and prevent last minute fire drills

The OTE pay range for this position at commencement of employment is expected to be between $200,200 and $300,200/year;however, pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

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