Nutanix OEM Sales Manager, China in Shanghai, China

Job Summary

Nutanix is looking for an OEM Sales Manager for China. As an OEM Sales Manager, you are responsible for selling Nutanix – Lenovo OEM Product and Solutions through their organisation and interacting directly with regional sales teams in China. You will be working closely with the China Channel team and Regional sales and SE leaders.

Essential to success in this role is the ability to drive bookings and sales growth of the OEM partners’ series together with the their Sales and Marketing organization. This will be achieved shoulder to shoulder with the native Nutanix team in China and corporate providing 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 with the China co-founders, VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.

Responsibilities:

  • Drive revenue and bookings growth through the OEM partners.

  • Sales Activities – Joint Opportunity Ownership/Sales Progression, Territory Plan & Coverage, Focused OEM Partner Plan, etc.

  • Operational Activities – DR Progression & Lead Management, Pipeline/ Forecast Reviews, Align with OPS for Order bookings, etc.

  • Biz Dev Activities – Executive Coverage & EBR/QBR, MDF Programs – Demand Gen & Enable, Account Mapping Plan / Logo Pursuit, etc.

  • Enablement Activities - Sales Teams & Storage Specialists

  • Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between OEM partners & Nutanix, Collaborate with Nutanix reps on maximizing Pipeline

  • Executive Coverage – Monthly Meetings with Storage Leaders, Territory Sales Leaders (OEM Partners), Storage & ISG head for China to update & identify the areas to grow the relationship

  • Help OEM partners to respond to strategic RFP's and follow up with prospects.

  • Develop an account plan to sell to OEM partner customers based on their business needs.

  • Build and strengthen the business relationship with current accounts and new prospects together with the OEM partners and the Nutanix sales team.

  • Provide status information to your Manager including forecast/pipeline information for the business through the OEM partners.

  • Provide, or facilitate training opportunities for your OEM partners and relevant key channels.

  • Provide product feedback back to engineering to improve Nutanix solution for the OEM partners.

  • Train and enable relevant technical and sales teams.

  • Understand and help with basic architecture, design, RFP reply and product demonstrations.

  • Provide, or facilitate training opportunities for your OEM partners and relevant key channels.

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 of both Nutanix and the OEM partners.

  • 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.

  • Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.

  • Has strong technical storage background, preferably have worked for a tier 1 storage vendor.

  • Application Virtualization (Citrix,…)

  • Server Virtualization (VMware, Microsoft, KVM,…)

  • Networking, Server, Storage, and Platform Performance/Sizing.

  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps).

Qualifications and Experience:

  • 10+ years of sales and business development experience preferred.

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

  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the OEM partners and field organization (Sales Engineers and Sales reps).

  • Bachelor’s Degree or equivalent experience.

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.