Nutanix

Job ID: 32166

About the role

As a Strategic Account Manager for the United States Air Force (USAF), you will be responsible for driving growth, value, and business transformation for one of Nutanix’s most strategic customers. This role requires a deep understanding of the USAF’s IT environment, mission-critical needs, and the ability to align Nutanix’s hyperconverged infrastructure (HCI) solutions to deliver measurable outcomes. You will work closely with cross-functional teams, including sales engineers, professional services, and customer success, to ensure seamless execution and customer satisfaction.

Responsibilities

• Develop and execute a strategic account plan to expand Nutanix’s footprint within the USAF, focusing on long-term growth and customer success.
• Serve as the primary point of contact for the USAF, building and maintaining strong relationships with key stakeholders, including IT leadership, procurement, and end-users.
• Collaborate with internal teams to align Nutanix solutions with the USAF’s IT modernization goals, including cloud adoption, data center consolidation, and digital transformation initiatives.
• Identify and pursue new opportunities within the account, including upsell and cross-sell of Nutanix products and services.
• Work closely with sales engineers to deliver technical presentations, demonstrations, and proof-of-concept engagements tailored to the USAF’s requirements.
• Monitor and report on account health, pipeline, and forecast accuracy, ensuring alignment with Nutanix’s business objectives.
• Stay current on industry trends, competitive landscape, and USAF-specific IT policies and regulations to position Nutanix as a trusted advisor.
• Lead contract negotiations, pricing strategies, and proposal development to secure new business and renewals.
• Ensure customer satisfaction by addressing escalations, driving issue resolution, and advocating for the USAF’s needs within Nutanix.

Requirements

• Minimum of 8+ years of experience in strategic account management, enterprise sales, or business development, with a focus on large public-sector accounts (preferably Department of Defense or USAF).
• Proven track record of managing and growing complex, multi-million-dollar accounts in the federal government or enterprise IT space.
• Strong understanding of hyperconverged infrastructure (HCI), cloud computing, data center technologies, and IT modernization trends.
• Experience navigating the federal procurement process, including familiarity with acquisition vehicles such as GWACs, IDIQs, and BPAs.
• Ability to build and maintain relationships with senior-level executives, technical teams, and procurement stakeholders.
• Excellent communication, presentation, and negotiation skills, with the ability to articulate complex technical concepts to non-technical audiences.
• Self-motivated, results-driven, and able to work independently in a fast-paced, dynamic environment.
• Willingness to travel as needed to meet with customers and internal teams (estimated 25-50% travel).

Qualifications

• Bachelor’s degree in Business, Marketing, Computer Science, Engineering, or a related field; MBA or advanced degree is a plus.
• Active Secret or Top Secret security clearance (or ability to obtain one) is strongly preferred.
• Certifications such as ITIL, PMP, or vendor-specific certifications (e.g., Nutanix Certified Professional) are a plus.
• Experience with CRM tools (e.g., Salesforce) and sales enablement platforms.

Benefits

• Top-tier healthcare coverage, including medical, dental, and vision plans.
• Wellbeing Days and paid time off for volunteering.
• Donation matching and paid volunteer time to support causes you care about.
• Employee resource groups (L.I.F.E. groups) and initiatives that celebrate diversity and inclusion.
• Flexible work arrangements with a focus on outcomes over hours.
• Access to professional development opportunities, including training, certifications, and leadership programs.
• Collaborative and inclusive culture with a shared purpose and customer obsession.