Virginia - Commercial Account Manager

Nutanix • Richmond, VA 23234

Posted 2 weeks ago

Job Description

Job Summary

Nutanix is looking for an Commercial Account Manager for the Virginia area. As a Commercial Account Manager, you are responsible for selling Nutanix's Products and Solutions through Channel Partners and interacting directly with customers in the area. You will also be working closely with a Sales Engineer in the territory.

Essential to success in this role is a keen ability 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 the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.

Responsibilities:

* Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.

* Schedule and attend sales call appointments with a prospect in partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.

* Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.

* Respond to RFP's 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.

* Recommend marketing strategies.

* Provide status information 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 back to engineering to improve Nutanix complete block solutions.

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.

* 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.

Qualifications and Experience:

* Minimum of 2 years of sales experience and 1 year of channel experience

* Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.

* Bachelor's Degree or equivalent experience.

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