Job Description

:Hungry, Honest, Humble, with HeartThe Director will play a pivotal role in managing the deal desk team and supporting the business to cement our position in the market with creative, flexible and customer centric selling models. Demonstrating thought leadership and the ability to work cross-functionally with executives to develop and implement business strategies is a must, as we continue to push the boundaries of our standard selling models with both internal and external customers. Organizationally, this is a highly visible role supporting our Sales Leadership, Client Strategy, Finance and Legal organizations.The ideal candidate will be able to help manage between the Organization goals, market trends and external customer requirements. Vast understanding is required across varying software selling motions in the market, with an aptitude to think outside the box and provide expertise based on industry knowledge, customer buying trends and experience in the field.Your Role

• Trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions
• Actively participate in deal reviews with prospects, sales teams, and management
• Serve as an escalation point when needed to help move deals forward
• Cultivate internal relationships with all levels of the sales organization
• Work as the primary liaison between multiple groups, such as revenue, sales ops, legal, pricing, to help facilitate the deal process
• Identify and make recommendations for process improvements; assist or drive implementation
• Collaborate and share best practices across geos/regions
• Ad hoc responsibilities as needed to support the sales team
• Ensure Quotes and non-standard requests are approved within pricing and discount policies
• Constantly evolve software sales strategies and programs that will enable revenue growth for the organization
• Thought leadership, industry expertise, and real-time execution on strategic software selling initiatives to drive Nutanix\xe2\x80\x99s top-line
• Manage and develop a highly skilled team
• Develop comprehensive KPIs to track the team\xe2\x80\x99s success
• Field Sales training and enablement of software strategies to expand the effectiveness of the Client Strategy team

Your Experience

• Thorough understanding of all industry standard and non-standard software selling models, including subscription, SaaS, term, perpetual, on demand, consumption, etc.
• Experience with software financing and deep understanding of financing requirements for both internal and external customers
• Deep understanding of revenue recognition requirements
• Expertise in customer OPEX/CAPEX requirements and ability to offer solutions to potential procurement challenges
• Ability to motivate, train, and help execute software selling strategies within Sales organization
• Ability to maintain relationships with all levels our internal organization and channel partners and work effectively cross functionally
• Flexible, dependable, self-starter, and capable of quickly learning new products and technologies
• Excellent oral and written communications skills, as well as excellent presentation skills
• Ability to travel within assigned territory and other locations including Corporate HQ

What You Will Bring

• +10 years in business experience, including a proven track record of performance in software sales strategy role
• Excellent executive presence, ability to drive adoption and credibility with senior leadership
• Extensive experience and knowledge of software licensing, operations and enterprise sales models, including multi-channel distribution
• Excellent analytical and financial engineering skills
• Previous experience driving and building business plans and investment strategies
• Detail-oriented but can also see the big picture. You can crunch the numbers and articulate the key takeaways in an executive summary
• Exceptional analytical and quantitative skills; superb at both conceptual and spreadsheet-based modelling
• Able to develop creative solutions to complex problems and gain buy-in of colleagues across functions
• Excellent at planning and program management \xe2\x80\x93 ability to look ahead to meet regular deadlines and predict and prevent last minute fire drills

About the TeamThe APJ deal desk team is comprised of professionals in India and ANZ will be led by the new APJ Director reporting to Dhruv Patel - Senior Director Worldwide Deal Solutions.

Nutanix