Senior Director, Global Cloud Sales Economics - Nutanix
Washington, DC
About the Job
NUTANIX – Senior Director, Global Cloud Economics
Hungry, Humble, Honest, with Heart.
About Us
Nutanix is a global leader in hybrid multi-cloud solutions, making computing invisible anywhere. Companies around the world use Nutanix software to leverage a single platform to manage any app, at any location, at any scale for their private, hybrid and multi-cloud environments.
The Opportunity
The Nutanix Senior Director – Worldwide Cloud Economist team is a senior leadership position that leads a team of approximately 20 Cloud Economists in the field across Nutanix’s Americas, EMEA and APJ theatres.
The Cloud Economist team serves as a financial selling resource to our account teams focused on constructing, driving and closing large deals with our existing customers and targeted prospect accounts, as well as engaging on business value analysis and presentation of the financial value Nutanix solutions can bring to customers.
This role has responsibility for delivering on Worldwide large deal targets (driving forecasting and ACV booking accountability against these targets), business value presentations, TCO and ROI analysis, building Sales Programs (in partnership with Deal Desk and Finance), and supporting customer executive engagement on financial topics and purchasing frameworks.
As a leader, you will be the go-to-resource Worldwide for subscription selling best practices, understanding, and delivering on Sales Program initiatives, and articulating the business value of the Nutanix Cloud Platform with customers. In this role, you will work closely with our CRO, SVP Sales for each theatre, VP Solution Sales, Senior Director WW Deal Solutions and Senior Director WW Sales Finance.
As a leader (adhering to the principles of Talent, Coverage and Quality of Sale), you will define the strategy for the Worldwide Cloud Economist team, hire and develop top talent and effectively manage performance to execute with consistency and precision while delivering on annual worldwide bookings targets.
As an individual, you will execute on complex customer engagements of your own and develop strategies for your team that address the unique needs of their customers.
You will also represent the Worldwide Sales team when it comes to shaping global policy and programs to address localized sales obstacles and challenges.
This position reports directly to the Vice President Worldwide Revenue Operations, Deal Solutions and Cloud Economists.
Sales at Nutanix
Working for Nutanix offers an exciting and dynamic experience within the realm of cutting-edge hybrid multi-cloud technology. Nutanix fosters a collaborative and innovative environment, encouraging employees to contribute their ideas and make a meaningful impact. With a focus on entrepreneurship, Nutanix provides opportunities for professional growth and development. The culture emphasizes inclusivity, diversity, and a commitment to employee well-being. As a global leader in global cloud technology industry, Nutanix operates in a fast-paced setting, offering the chance to work on impactful projects with a team of talented professionals. Overall, employees often describe the Nutanix work environment as one that values creativity, teamwork, and the continuous pursuit of excellence in the ever-evolving field of enterprise cloud solutions.
Your Role
+ Partner with Nutanix sales leadership to identify target customers and prospects that are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models.
+ Deliver on annual OKRs for # of Cloud Economist engagements, win rates, and large deal bookings contribution. Ensure proper return on investment from the team.
+ Responsible for developing and executing large deal strategies within the Americas theater.
+ Attract, hire, develop, and retain top talent on the Cloud Economist team.
+ Serve as an expert on subscription and financial selling within the theater.
+ Partner closely with deal desk on deal construct, pricing policy, andcommercial terms to be used. Ensure the Cloud Economist team is proficientin executing within policy in the field.
+ Provide leadership and framework for business value discussions withcustomers and prospects consisting of TCO analysis and ROI calculation ofNutanix Cloud Platform as compared to public cloud and other alternatives.
+ Provide enablement to sales teams on how to best leverage Nutanixpurchasing frameworks, licensing transitions, and sales programs.
+ Demonstrate Nutanix's values of Hungry, Humble, Honest and with Heart withyour team, the broader organization, and our customers.
+ Ensure Americas Cloud Economist team engagement data is up to date inSalesforce and other tracking tools.
+ Provide reporting on Cloud Economist engagements, expected deal size andtiming, and forecast for team contribution.
+ Design and communicate strategies for creating pipeline for large deals and aconsistent process for customer engagement through the sales cycle.
+ Leverage onshore, nearshore and offshore resourcing models effectively.What You Will Bring
+ 20+ years of relevant experience in technology sales, subscription selling a plus.
+ 10+ years leading a sales or consulting team.
+ Extensive experience proposing and winning large technology deals.
+ Experience with Customer Executive level engagement and discussion, extensive C-level engagement a plus.
+ Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, FinOps, Financial Analyst roles).
+ Knowledge of financial budgeting practices, capital vs. operating expense, financing, and software purchasing frameworks.
+ Experience with general financial analysis principles such as Discounted Cash Flow, Net Present Value, ROI.
+ Ability to work in a fast-paced environment with cross-functional teams,leveraging company resources to drive sales and solve customer challenges.
+ Comfortable in a self-directed role with autonomy to build your brand while stillconforming to goals and objectives of the team.
+ Strong communication, time management, problem-solving skills.
We offer an industry best benefit package including 100% paid company health insurance as well as other very robust benefits, see more
here www.nutanixbenefits.com
The pay range for this position at commencement of employment is expected to be between $354,400 and $531,600 p/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.
About Us
Founded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves “Nutants”) are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work at. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with anentrepreneurial spirit. Above all, we celebrate what makes each of us unique. We’re growing fast and disrupting the computing industry. Join us and make your mark.
About the Team
Meet Davud Hasan
• Joined Nutanix May 2018 as Nutanix’s first international Commercial lawyer.
+ Previous Professional Role Highlights – VP Worldwide Deal Support And Order Management.
+ Biggest Professional Win – Micron.
+ Biggest Personal Win – Various charitable roles over the years.
+ Who You're Hoping to Find in this Search – an A-player who can drive asecular shift in our ability to transact large and complex deals and who is a fantastic additional to our awesome company culture.What The Team SaysInclude quotes from your current team about your leadership style or overall team culture.
• Inclusive, co-creative, non-hierarchical, highly competitive, ambitious, balanced, not afraid to make tough calls.
How We Work
Global roles are very flexible. Home office, workplace, and international locations all work. The most important thing is to get the job done.
We offer an industry best benefit package including 100% paid company health insurance as well as other very robust benefits, see more here www.nutanixbenefits.com
The pay range for this position at commencement of employment is expected to be between $354,000 and $531,000 / 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.
We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting CandidateAccommodationRequests@nutanix.com.
Hungry, Humble, Honest, with Heart.
About Us
Nutanix is a global leader in hybrid multi-cloud solutions, making computing invisible anywhere. Companies around the world use Nutanix software to leverage a single platform to manage any app, at any location, at any scale for their private, hybrid and multi-cloud environments.
The Opportunity
The Nutanix Senior Director – Worldwide Cloud Economist team is a senior leadership position that leads a team of approximately 20 Cloud Economists in the field across Nutanix’s Americas, EMEA and APJ theatres.
The Cloud Economist team serves as a financial selling resource to our account teams focused on constructing, driving and closing large deals with our existing customers and targeted prospect accounts, as well as engaging on business value analysis and presentation of the financial value Nutanix solutions can bring to customers.
This role has responsibility for delivering on Worldwide large deal targets (driving forecasting and ACV booking accountability against these targets), business value presentations, TCO and ROI analysis, building Sales Programs (in partnership with Deal Desk and Finance), and supporting customer executive engagement on financial topics and purchasing frameworks.
As a leader, you will be the go-to-resource Worldwide for subscription selling best practices, understanding, and delivering on Sales Program initiatives, and articulating the business value of the Nutanix Cloud Platform with customers. In this role, you will work closely with our CRO, SVP Sales for each theatre, VP Solution Sales, Senior Director WW Deal Solutions and Senior Director WW Sales Finance.
As a leader (adhering to the principles of Talent, Coverage and Quality of Sale), you will define the strategy for the Worldwide Cloud Economist team, hire and develop top talent and effectively manage performance to execute with consistency and precision while delivering on annual worldwide bookings targets.
As an individual, you will execute on complex customer engagements of your own and develop strategies for your team that address the unique needs of their customers.
You will also represent the Worldwide Sales team when it comes to shaping global policy and programs to address localized sales obstacles and challenges.
This position reports directly to the Vice President Worldwide Revenue Operations, Deal Solutions and Cloud Economists.
Sales at Nutanix
Working for Nutanix offers an exciting and dynamic experience within the realm of cutting-edge hybrid multi-cloud technology. Nutanix fosters a collaborative and innovative environment, encouraging employees to contribute their ideas and make a meaningful impact. With a focus on entrepreneurship, Nutanix provides opportunities for professional growth and development. The culture emphasizes inclusivity, diversity, and a commitment to employee well-being. As a global leader in global cloud technology industry, Nutanix operates in a fast-paced setting, offering the chance to work on impactful projects with a team of talented professionals. Overall, employees often describe the Nutanix work environment as one that values creativity, teamwork, and the continuous pursuit of excellence in the ever-evolving field of enterprise cloud solutions.
Your Role
+ Partner with Nutanix sales leadership to identify target customers and prospects that are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models.
+ Deliver on annual OKRs for # of Cloud Economist engagements, win rates, and large deal bookings contribution. Ensure proper return on investment from the team.
+ Responsible for developing and executing large deal strategies within the Americas theater.
+ Attract, hire, develop, and retain top talent on the Cloud Economist team.
+ Serve as an expert on subscription and financial selling within the theater.
+ Partner closely with deal desk on deal construct, pricing policy, andcommercial terms to be used. Ensure the Cloud Economist team is proficientin executing within policy in the field.
+ Provide leadership and framework for business value discussions withcustomers and prospects consisting of TCO analysis and ROI calculation ofNutanix Cloud Platform as compared to public cloud and other alternatives.
+ Provide enablement to sales teams on how to best leverage Nutanixpurchasing frameworks, licensing transitions, and sales programs.
+ Demonstrate Nutanix's values of Hungry, Humble, Honest and with Heart withyour team, the broader organization, and our customers.
+ Ensure Americas Cloud Economist team engagement data is up to date inSalesforce and other tracking tools.
+ Provide reporting on Cloud Economist engagements, expected deal size andtiming, and forecast for team contribution.
+ Design and communicate strategies for creating pipeline for large deals and aconsistent process for customer engagement through the sales cycle.
+ Leverage onshore, nearshore and offshore resourcing models effectively.What You Will Bring
+ 20+ years of relevant experience in technology sales, subscription selling a plus.
+ 10+ years leading a sales or consulting team.
+ Extensive experience proposing and winning large technology deals.
+ Experience with Customer Executive level engagement and discussion, extensive C-level engagement a plus.
+ Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, FinOps, Financial Analyst roles).
+ Knowledge of financial budgeting practices, capital vs. operating expense, financing, and software purchasing frameworks.
+ Experience with general financial analysis principles such as Discounted Cash Flow, Net Present Value, ROI.
+ Ability to work in a fast-paced environment with cross-functional teams,leveraging company resources to drive sales and solve customer challenges.
+ Comfortable in a self-directed role with autonomy to build your brand while stillconforming to goals and objectives of the team.
+ Strong communication, time management, problem-solving skills.
We offer an industry best benefit package including 100% paid company health insurance as well as other very robust benefits, see more
here www.nutanixbenefits.com
The pay range for this position at commencement of employment is expected to be between $354,400 and $531,600 p/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.
About Us
Founded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves “Nutants”) are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work at. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with anentrepreneurial spirit. Above all, we celebrate what makes each of us unique. We’re growing fast and disrupting the computing industry. Join us and make your mark.
About the Team
Meet Davud Hasan
• Joined Nutanix May 2018 as Nutanix’s first international Commercial lawyer.
+ Previous Professional Role Highlights – VP Worldwide Deal Support And Order Management.
+ Biggest Professional Win – Micron.
+ Biggest Personal Win – Various charitable roles over the years.
+ Who You're Hoping to Find in this Search – an A-player who can drive asecular shift in our ability to transact large and complex deals and who is a fantastic additional to our awesome company culture.What The Team SaysInclude quotes from your current team about your leadership style or overall team culture.
• Inclusive, co-creative, non-hierarchical, highly competitive, ambitious, balanced, not afraid to make tough calls.
How We Work
Global roles are very flexible. Home office, workplace, and international locations all work. The most important thing is to get the job done.
We offer an industry best benefit package including 100% paid company health insurance as well as other very robust benefits, see more here www.nutanixbenefits.com
The pay range for this position at commencement of employment is expected to be between $354,000 and $531,000 / 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.
We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting CandidateAccommodationRequests@nutanix.com.
Source : Nutanix