Cloud Economist (Business Value)

Hungry, Humble, Honest, with Heart!

About Nutanix

Nutanix is disrupting the multi-billion-dollar enterprise data center market by pioneering an enterprise cloud platform that leverages web-scale engineering and consumer-grade design to natively converge compute, virtualization and storage into a resilient, software-defined solution with rich machine intelligence. Our vision is to make infrastructure invisible, so IT can focus on the applications and services that power their business. If you are up to the challenge and would like to be a part of a team that makes history, then this job might be for you.

The Opportunity

The Cloud Economist serves as a financial selling resource to our account teams focused on driving 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.

You will execute on customer engagements, develop business value presentations, TCO and ROI analysis, and compelling financial commercial proposals that increase revenue and conversion rate of sales opportunities.

This is a high impact, customer facing role that reports directly to the Vice President – APJ Sales

What You'll Be Doing?

• Working with Nutanix and Partner reps to identify which accounts are best suited for Enterprise Agreements, Financial Value Selling, and custom procurement models
• Presenting complex financial topics and offerings to customer decision makers
• Building custom Enterprise Purchase Agreements and Financial Models in support of sales engagements
• Using detailed TCO and ROI models to help clients understand the economics of Nutanix and the appropriate procurement vehicle to maximize business outcomes
• Review existing customer installed based and associated go forward options in context of client strategy and business objectives
• Providing enablement to sales teams on how to best leverage Nutanix purchasing frameworks
• Working with Nutanix Financial Solutions partners to provide financing options as needed

What You'll Bring?

• Financial Acumen: ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis
• Business Acumen: through effective discovery extract a customer’s unique financial and operational pain points and business outcomes and align Nutanix solutions accordingly
• An ability to grasp the technical requirements for both Nutanix and competing solutions, including public cloud providers and traditional IT vendors
• Ability to explain complex problems and solutions in a concise and easy to understand and compelling way
• High level of specialized sales and product solution knowledge
• Extensive experience and relationships with key enterprise customers in India
• 7+ years prior Sales, Consulting, or similar customer-facing role
• Demonstrated financial modeling capabilities in an IT Context (examples: ROI analysis, TCO Analysis, Cloud Costing, Financial Solutions for IT, Technology Business Management, Financial Analyst roles)
• Knowledge of financial budgeting practices, capital vs. operating expense items, and software purchasing
• Ability to work in a fast-paced environment with cross-functional teams, leveraging company resources to drive sales and solve customer challenges.
• Experience selling IT related software, services, or infrastructure
• Bachelor's Degree or equivalent experience; MBA a plus

 How we work 

This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. For most roles, that will mean coming into an office a minimum of 2 - 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager. 

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