Hungry, Humble, Honest, with Heart.
The Opportunity
Nutanix is looking for a passionate entrepreneurial Senior Manager, GTM Strategy and Operations , APJC to help Nutanix drive our mission of delighting customers with Hybrid Multicloud, Cloud Native and AI solutions with the top OEM and Tech Alliance partners across APJC.
About the Team
At Nutanix, you would be joining the OEM and Tech Alliances Sales team, in the Asia-Pacific Japan and China (APJC) region. The team's collaborative nature ensures a supportive and dynamic work environment where creativity and innovation thrive. Team members work closely together to achieve common goals, leveraging each other's strengths and skills to drive success in the market.
You will report to the Senior Director, OEM and Alliances, APJC Sales. As part of the team, you would enjoy a hybrid work setup, requiring you to be in the office 2-3 days a week. This arrangement allows for both the benefits of in-person collaboration and the flexibility of remote work, promoting a healthy work-life balance. Additionally, the role involves some travel requirements, giving you the opportunity to engage directly with partners and clients, strengthen relationships, and drive business growth across the region.
Your Role
Develop detailed Alliances & OEM partnerships strategy, program framework and GTM plan (unique value proposition to partners, partner experience, partner vertical, incentive designs, enablement, etc).
Define and test new GTM models and motions for partnership-driven customer acquisition and Solutions adoption (key focus on install base refresh, expand and New Logos both in Land-on and Sell-through).
Customize playbook in each region and by Partner and/or solutions and ensure necessary consistency to the global playbook.
Collect and analyze data by OEM/Tech alliance, use case, region and other key metrics and develop new growth and sales initiatives for testing by OEM & Tech Alliances Sales Managers.
Support the OEM & Tech Alliances Sales Managers in representing their views, needs and outcomes to APJC and Global Leadership.
Understand opportunities, product/GTM requirements, gaps etc and collaborate with internal stakeholders, including partnerships, sales, marketing, product development, and executive leadership, to deliver partnership initiatives that are aligned with company goals.
Monitor and evaluate partnership performance against established KPIs, identifying areas for improvement and optimization.
Stay abreast of industry trends, market dynamics, and competitor activities to inform partnership strategies and tactics.
Represent the company at industry events, conferences, and other networking opportunities to promote our brand and identify potential synergies with OEMs & tech alliances.
Support regional channel partnerships team to negotiate partnership agreements and key commercial terms, ensuring alignment of interests and clear expectations.
Oversee Track/ Manage Deal Registration (DR), Cost Relief (CR), Review Forecast with OEM Teams & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Country teams & at an Executive Leadership.
Support in managing China business and provide Key insights for Leadership across APJC and Global
What You Will Bring
15+ years of specific experience demonstrating a strong level of expertise in building a business with and through partners or alliances.
Hands-on leader guide with strong business acumen
Data driven mindset, an eye for numbers and fantastic attention to detail
Drive activities and initiatives to achieve short- and long-term revenue and pipeline goals
Well organized with a track record of developing and consistently executing on focused plans.
Proven track record of delivering measurable and impactful results in terms of pipeline growth, revenue generation via program execution
Operational excellence and experience with the ability to drive change management to review, design and implement solutions for best efficiency for all the quote to cash process
Excellent written and spoken communication skills. Ability to communicate and build strong relationships with all levels of an organization.
Excellent interpersonal and negotiation skills and the ability to inspire others to act without using explicit authority.
Knowledgeable about infrastructure and cloud solutions, IT ecosystem, end-user computing, databases, and more.
A strategic thinker and problem solver and the ability to plan and play out different scenarios to maximize growth.
Hands-on and can-do does what it takes attitude to drive success.
Highest level of personal and professional ethics and integrity
