Enterprise Agreement Sales Specialist - Cisco & Dell

What You’ll Be Doing

• Drive revenue: Identify and prioritize target accounts and opportunities for Enterprise Agreements and long-term expansion with and through our 2 OEM Partners.
• Close deals: Support the OEM Teams and Nutanix when needed to help close deals and engage resources to de-risk customer opportunities.
• Present value: Support the sales team when needed with executive-level financial analyses (TCO, ROI, NPV, business cases) that clearly articulate the OEM partner value, as well as Nutanix’s economic value versus alternatives.
• Execute deal strategy: Partner with our OEM's and Nutanix Account Executives and EA Specialists to capture Enterprise Agreements, renewals, and cross-sell opportunities.
• Create commercial solutions: Design and refine Enterprise Purchase Agreements and financial models that align customer objectives while maximizing the OEM's and Nutanix's revenue and margin.
• Standardize value selling: Create programs with our OEM's to drive consistent use of TCO/ROI frameworks and repeatable business-case templates across customer engagements.
• Advise field teams: Collaborate with our OEM's field teams on positioning the full Nutanix stack, financial value selling, purchasing frameworks, and financing options.
• Influence field strategy: Partner with our OEM's sales leadership to assess customer environments and align commercial strategy to technical roadmaps and transformation goals.
• Build executive relationships: Develop senior contacts at our OEM's to grow the program and help position this as the lead motion for each of the OEM’s sales teams when selling Nutanix software.
• Productize growth: Surface and advocate new offers, packaging, and finance programs that unlock incremental revenue.

Success Metrics

• Revenue growth, deal size, deal volume and quota attainment
• Renewal and expansion rates, NRR
• Program creation and growth in its use
• Cross-functional collaboration and influence

What You Will Bring

• Working with or for Cisco or Dell for 5+ years
• Proven enterprise software sales experience with a focus on deal strategy, pricing, and value-based selling
• Strong financial modeling (TCO/ROI/NPV) and executive presentation skills
• Working in a matrixed sales environment with many stakeholders
• Track record of driving renewals, expansions, and large commercial agreements
• Creation of programs within Cisco or Dell or other companies and using those programs to achieve high growth
• An understanding of The Channel Model and working successfully within it

Details

The pay range for this position at commencement of employment is expected to be between $268,000 to $402,000 per year; however, base 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).