Nutanix Distribution Manager Italy in Rome, Italy
Responsible for Distribution management, select and develop distribution partners that are best fit to connect the Nutanix supply chain to the Nutanix Go To Market. Measure and improve both back-end (logistics, quoting, ordering) and front-end services (demand generation, sales support) from Italian distribution partners, driving bookings growth and lowering cost of sales. Develop and execute programs for distributors to on-board, enable and drive sales from distributor focused Nutanix Partners. Work with Italian Channel leader to implement distribution and channel go to market strategy and support team with channel operations tasks. Drive pipeline growth through partner events and net new deal registrations from partners. Be a point of contact for Nutanix Distribution Partners in Italy.
Influence Distributors to align their business resources to drive Nutanix revenue.
Regular meetings and business planning sessions with Distributors including QBRs to plan MDF spending, business activities and drive mutual revenue growth.
Drive adoption of Nutanix Channel tools including Nutanix campaign builder, Nutanix Sizer, Quoting Tool, etc.
Drive enablement of the distributor focused Nutanix Resellers
Guard accountability of distributor partners in both back-end and front-end services
Lower cost of sales by streamlining channel operations with and through distributors
Manage Distributor RFP process, selecting and negotiating with current and new distribution partners
At least 10 years of experience in international IT sales and channel management
Experience selling datacenter infrastructure or enterprise applications
Good existing contacts with channel partners and significant European distributors
Able to quickly recruit and on-board relevant new partners
Self-starter, comfortable in a fast-growing environment
Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development
Experience using SalesForce and/or other CRM software
Track record of exceeding assigned sales quotas in contiguous, multiple years
Strong verbal and written communications skills including presentation skills
Bilingual in Italian and English (Fluent English speaking/writing is a must)
Qualifications and Experience
A solid understanding of how enterprise infrastructure pieces are put together.
Proven track record in building and starting up a channel partner network in an International environment.
Demonstrable understanding of how distribution and resellers business models operate, and so how to stimulate interest.
The person will be required to travel within Italy with occasional international travel requirements.
Nutanix is an equal opportunity employer.
The Equal Employment Opportunity Policy is to provide fair and equal employment opportunity for all associates and job applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability. Nutanix hires and promotes individuals solely on the basis of their qualifications for the job to be filled.
Nutanix believes that associates should be provided with a working environment that enables each associate to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, religion, national origin, gender, sexual orientation, age, marital status or disability.
We expect and require the cooperation of all associates in maintaining a discrimination and harassment-free atmosphere.