Pricing and Deal Solutions Manager

Hungry, Humble, Honest, with Heart.

The Opportunity

As a Pricing and Deal Solutions Manager, you will be an intricate member of the WW Pricing & Deal Solutions Organization, which rolls up into the WW Revenue Operations Organization at Nutanix and is focused largely on supporting the Sales Teams in deal pricing, commercial structuring and helping the execution of our pricing strategy. The ideal candidate will be able to help manage the organization's goals and enable the field to execute pricing strategies with customers. This includes working with Sales Teams to maximize Nutanix revenues in deal structuring, recommending varying selling models, engaging with Finance to evaluate acceptable price points and investment accounts, collaborating with Product Management to understand varying product options to meet customer needs and understanding the entire customer ecosystem to ensure Nutanix can maximize its value and increase share in the market.

About the Team

The Pricing & Deal Solutions team at Nutanix was created about 5 years ago. This team embodies a culture of empowerment, open communication, and collaboration, emphasizing the importance of building trust with sales teams. The team's mission is to streamline deal structures and pricing strategies, ensuring alignment with the company's goals while maximizing customer satisfaction and fostering a positive work environment.

The role will collaborate directly across Sales, Finance, Legal, Product Management, and other internal teams to support deal execution and ensure alignment.

Provides reporting and insights to Regional Directors and VP levels to support pricing decisions, deal structures and GTM strategies.

Your Role

• Lead cross-functional deal structuring initiatives that align pricing strategies with organizational goals and field execution.
• Collaborate across Sales, Finance, Legal, Product Management, and other internal teams to support deal execution and ensure alignment.
• Facilitate pricing discussions and commercial workshops to gather input, align stakeholders, and drive strategic deal outcomes.
• Develop and present executive-level summaries on deal performance, pricing trends, and commercial recommendations.
• Translate customer needs and business objectives into structured pricing models, investment cases, and commercial strategies.
• Drive continuous improvement in deal desk processes, discounting frameworks, and scalable pricing solutions.
• Manage deal milestones, approvals, and compliance with internal policies, serving as a key escalation point.
• Design and maintain dashboards and reporting tools to monitor deal velocity, pricing effectiveness, and business risk.
• Support complex and high-value deals throughout the sales cycle, especially during high-volume periods such as quarter-end.

What You Will Bring

• 5 to 7 years of experience in deal desk, finance, pricing, contracting, bid desk, or sales operations.
• Proficiency in Excel and strong financial modeling acumen.
• Ability to manage time effectively and execute tasks quickly, prioritize and stay on top of everyday deal operations.
• Understanding of pricing structures and market trends.
• Ability to handle escalations, problem-solve, and identify process improvements.
• Ability to build dashboards in Tableau (nice to have).
• Able to leverage AI in everyday operations to keep velocity high and manage time effectively.
• Effective communication and relationship-building skills with sales teams and various stakeholders from Legal, Field Ops, Finance, Order Management.
• Familiar with Salesforce quoting, forecasting tools, dashboards, expert level XLs skills, basic AI literacy.

Work Arrangement

Subject to business requirements, this role may be determined to be remote or in a hybrid capacity. If the selected candidate resides within 50 miles of a Nutanix office requiring in-office presence (specifically in San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney, or Tokyo), it will require working onsite a minimum of three days per week. Additional team-specific guidance and norms will be provided by the hiring manager.

--