Enterprise Account Manager

2 weeks ago

Bengaluru, Karnataka, India Nutanix Full time
The Opportunity
:
Nutanix is looking for an Account Manager for the Government vertical in Bangalore, India.

As an Account Manager, you are responsible for selling Nutanix Products and Solutions through Channel Partners and interacting directly with Government customers in India, especially the Public sector Undertakings, State govt entities and some Central govt Departments.

You will also be working closely with a Sales Engineer in the territory.

Essential to succeed in this role is a good understanding of the Govt segment, partners, consultants and the beat of business.

This role requires the ability to break in and develop new accounts in PSU, State Govt & Ministries and to expand in your assigned accounts.

Nutanix provides 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 partners and extended ecosystem of complimentary OEM's, who will have a large amount of influence on sales team decisions and initiatives at customer premise owing to the complex nature of projects.

Responsibilities

  • Use relationship management techniques to develop selling opportunities within PSU, State Govt entities, Central Govt Ministries and expand into the same.
  • develop and work with the partner ecosystem in this segment to unearth new selling relationships within these accounts.
  • develop new direct selling opportunities by working closely with the customers.
  • Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  • Respond to RFP's and follow up with prospects.
  • Develop an account plan to sell to customers based on their business needs.
  • Build and strengthen the business relationship with current accounts and new prospects.
  • Provide status information to your Manager including forecast/pipeline information.
  • Provide, or facilitate training opportunities for your accounts.
  • Identify Nutanix customer references that can be utilized when reference selling.
  • Provide product feedback back to engineering to improve Nutanix complete block solutions.
  • Work with complimentary OEM's and partner organizations to derive a win-win solution for the customer, Nutanix, partner ecosystem.
Requirements

  • Good experience of working with PSU, State Govts, Central Ministries in the respective region
  • Good Knowledge of applications, infrastructure players, tendering process, and decision making process
  • Knowledge of Partner ecosystem operating in the segment.
  • Prior understanding /work experience with atleast 4-5 large customers in PSU Or Running min 3 -4 states business.
  • Strong verbal and written communications skills including presentation skills, including technical acumen.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
  • 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.
  • Successful Track record of exceeding assigned sales quotas in contiguous, multiple years.
Qualifications and Experience

  • Min 15+ years of Govt sales experience preferred.
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
  • Experience of selling server/storage/virtualizations solutions in the past
•Bachelor's Degree or equivalent experience About the team you will join Meet the Hiring Manager, Ganesh Iyer- Director & Country Manager, Government & PSU Business at Nutanix

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