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Government Account Manager

4 weeks ago

Delhi, Delhi, India Nutanix Full time

About the Role

Nutanix is seeking an experienced Account Manager for the Government vertical in Delhi, India. As an Account Manager, you will be responsible for selling Nutanix products and solutions through Channel Partners and interacting directly with Government customers in India, specifically Public Sector Undertakings, State government entities, and Central government Departments.

You will work closely with a Sales Engineer in the territory, and your success in this role requires a strong understanding of the Government segment, partners, consultants, and the business landscape. This role involves breaking into and developing new accounts in PSU, State Government, and Ministries, as well as expanding existing accounts.

Nutanix provides comprehensive support and tools from the Engineering, Marketing, and Product Development departments to help you exceed sales performance goals. You will work closely with partners and the extended ecosystem of complementary OEMs, who will have a significant influence on sales team decisions and initiatives at customer premises due to the complex nature of projects.

Responsibilities

  • Develop relationships and opportunities within PSU, State Government entities, and Central Government Ministries, and expand into the same.
  • Work with the partner ecosystem in this segment to discover new selling relationships within these accounts.
  • Develop new direct selling opportunities by working closely with customers.
  • Utilize a consultative approach to discuss business issues with prospects, develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
  • Respond to RFPs and follow up with prospects.
  • Develop an account plan to sell to customers based on their business needs.
  • Build and strengthen business relationships 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 to engineering to improve Nutanix complete block solutions.
  • Work with complementary OEMs and partner organizations to derive a win-win solution for the customer, Nutanix, and the partner ecosystem.

Requirements

  • Good experience working with PSU, State Governments, and Central Ministries in the respective region.
  • Good knowledge of applications, infrastructure players, the tendering process, and decision-making processes.
  • Knowledge of the partner ecosystem operating in the segment.
  • Prior understanding or work experience with at least 4-5 large customers in PSU or running a minimum of 3-4 State businesses.
  • Strong verbal and written communication skills, including presentation skills, with 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.
  • Min 15+ years of Government sales experience preferred.
  • Experience demonstrating a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
  • Experience selling server/storage/virtualization solutions in the past.

About the Team

You will join the Government & PSU Business team at Nutanix, led by Ganesh Iyer, Director & Country Manager, Government & PSU Business.