Enterprise Agreement Sales Specialist - Cisco & Dell

Opportunity

The Enterprise Agreement Sales Specialist - Cisco & Dell, is a senior, internal, partner and customer facing individual contributor who drives revenue growth through consultative, value-based selling, renewals, expansion and program development through our 2 OEM’s; Cisco and Dell. As a strategic advisor and subject-matter expert, you’ll help shape our individual programs with Cisco and Dell to accelerate revenue, protect pricing, and unlock new growth through two of our best partners.

What You’ll Be Doing

·       Drive revenue: Identify and prioritize target accounts and opportunities for Enterprise Agreements and long-term expansion with and through our 2 OEM Partners.

·       Close deals: Support the OEM Teams and Nutanix when needed to help close deals and engage resources to de-risk customer opportunities.

·       Present value: Support the sales team when needed with executive-level financial analyses (TCO, ROI, NPV, business cases) that clearly articulate the OEM partner value, as well as Nutanix’s economic value versus alternatives.

·       Execute deal strategy: Partner with our OEM's and Nutanix Account Executives and EA Specialists to capture Enterprise Agreements, renewals, and cross-sell opportunities.

·       Create commercial solutions: Design and refine Enterprise Purchase Agreements and financial models that align customer objectives while maximizing the OEM's and Nutanix's revenue and margin.

·       Standardize value selling: Create programs with our OEM's to drive consistent use of TCO/ROI frameworks and repeatable business-case templates across customer engagements.

·       Advise field teams: Collaborate with our OEM's field teams on positioning the full Nutanix stack, financial value selling, purchasing frameworks, and financing options.

·       Influence field strategy: Partner with our OEM's sales leadership to assess customer environments and align commercial strategy to technical roadmaps and transformation goals.

·       Build executive relationships: Develop senior contacts at our OEM's to grow the program and help position this as the lead motion for each of the OEM’s sales teams when selling Nutanix software.

·       Productize growth: Surface and advocate new offers, packaging, and finance programs that unlock incremental revenue.

Success metrics

·       Revenue growth, deal size, deal volume and quota attainment

·       Renewal and expansion rates, NRR

·       Program creation and growth in its use

·       Cross-functional collaboration and influence

What You Will Bring

• Working with or for Cisco or Dell for 5+ years 
• Proven enterprise software sales experience with a focus on deal strategy, pricing, and value-based selling 
• Strong financial modeling (TCO/ROI/NPV) and executive presentation skills 
• Working in a matrixed sales environment with many stakeholders 
• Track record of driving renewals, expansions, and large commercial agreements 
• Creation of programs within Cisco or Dell or other companies and using those programs to achieve high growth 
• An understanding of The Channel Model and working successfully within it. 

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