Enterprise Agreement Sales Specialist - Cisco & Dell

Opportunity

The Enterprise Agreement Sales Specialist - Cisco & Dell, is a senior, internal, partner and customer facing individual contributor who drives revenue growth through consultative, value-based selling, renewals, expansion and program development through our 2 OEM’s; Cisco and Dell. As a strategic advisor and subject-matter expert, you’ll help shape our individual programs with Cisco and Dell to accelerate revenue, protect pricing, and unlock new growth through two of our best partners.

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.

Position is Remote

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), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

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