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Open nowPosted 2 days ago

Channel Sales Manager

Nutanix923 open roles

Where
Tokyo, Japan
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Your applicationOpen nowChannel Sales ManagerNutanix · Tokyo, Japan

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This job: posted 2 days ago

The posting

Hungry, Humble, Honest, with Heart!

ポジション概要

本ポジションでは、主要パートナーとの協業を通じて、Nutanixの売上成長、業界内での認知度向上、そしてお客様によるNutanixソリューションの導入・活用拡大を推進していただきます。

Japan Channel Sales Directorにレポートし、日本全国における主要パートナーとのビジネスを担当します。パートナーとのGo-to-Market（GTM）戦略およびビジネスプランを策定・実行し、売上目標の達成・超過を目指します。そのために、日本国内およびリージョナルの社内外チームと緊密に連携していただきます。

Nutanixにおけるチャネルセールス

Channel Sales Managerは、パートナーを通じたNutanix製品・ソリューションのビジネス推進と販売をリードするポジションです。日本のHigh-Touch SalesチームおよびSEリーダーとも密接に連携します。

成功の鍵となるのは、既存および新規のチャネルパートナーと戦略的な関係を構築し、パートナーとの協業を通じてNutanix製品・ソリューションの販売を最大化することです。日本のNutanixチームと一体となって活動し、Engineering、Marketing、Product Developmentなどの各部門から提供される充実した支援やツールを活用しながら、売上目標の達成・超過を目指します。

日本のステークホルダー、VP・Directorレベルのリーダーとも密接に関わり、地域全体の営業チームにおける意思決定や施策に大きな影響を与えることができるポジションです。

主な業務内容

  • 主要SIパートナーのビジネスをリードし、成長させる *パートナーのエコシステムを活用した共同Go-to-Market戦略を策定・実行する
  • パートナーを通じた売上およびBookingsの成長を推進する
  • パートナーおよびNutanixチームと連携し、DR・CRなどの案件レビューやフォーキャストを管理する
  • パイプラインの構築状況を週次で確認・管理し、テリトリーチームおよびエグゼクティブ向けの四半期QBRを実施する
  • パートナーおよびNutanixチームと、担当テリトリーごとの顧客エンゲージメント計画を策定・実行する
  • 担当アカウントにおける重要案件を特定し、受注に向けて関係チームの方向性と優先順位を合わせる
  • 重点パートナーとの協業を通じてカバレッジを拡大し、Nutanixの営業組織だけではリーチしきれない顧客にもアプローチする
  • Nutanixの営業チームと連携し、パートナーの営業組織に対するイネーブルメントを実施する
  • 案件の進め方や価格決定などに関する課題を解決し、パートナーとNutanix双方にとって最善の関係を築く
  • Nutanixの営業担当者と協力し、営業パイプラインの最大化を図る
  • 主要パートナーのエグゼクティブと定期的に会議を行い、関係強化に向けた成長機会を特定する
  • パートナーの戦略的RFPへの対応を支援し、見込み顧客へのフォローアップを行う
  • パートナーおよびNutanixの営業チームと連携し、既存顧客との関係を強化するとともに、新規顧客を開拓する
  • パートナー経由のビジネスについて、フォーキャストやパイプラインを含む進捗状況をマネージャーに報告する
  • パートナーおよび関連する主要チャネル向けのトレーニング機会を提供、または実施を支援する
  • パートナーのニーズを踏まえた製品フィードバックをEngineeringへ共有し、Nutanixソリューションの改善につなげる

応募資格・経験

  • エンタープライズソフトウェア業界における、ビジネス開発、パートナー営業またはハイタッチ営業の経験5年以上
  • パートナーとの関係構築およびマネジメントにおける実績
  • 戦略的に考えながら、実行力を持って成果を出せる方
  • 主要パートナーのエグゼクティブとの既存の関係、およびパートナーの技術スタックや組織に関する知識
  • Nutanixおよびパートナー双方の営業、マーケティング、Sales Operations、System Engineering、Product Developmentなど、社内外の関係者と協働できる能力
  • シニアマネージャーのビジネス課題を理解し、Nutanixのデータ管理・ストレージソリューションについて説明・提案できるコミュニケーション能力
  • SFDCなどのCRMツールの利用経験
  • セールスの手法・プロセスに関する十分な理解。顧客ニーズの把握、懸念や反対意見への対応、ビジネスケースの策定支援、案件クロージングまで一連の営業活動を推進できること
  • パートナーおよびフィールド組織の各レベルにおける、営業、技術、マーケティング部門の関係者（セールスエンジニア、営業担当者など）と良好な関係を構築・維持できること
  • APACチームと社内コミュニケーションが可能な、会話レベルの英語力

チームについて

Hiring Manager：Masayuki Arai

Senior Manager, Channel Sales, Nutanix Japan

日本全国におけるパートナー主導のビジネス成長とGo-to-Market戦略の実行をリードしています。

エンタープライズIT営業において20年以上の経験を持ち、High-Touch Salesとパートナー営業の双方に精通しています。富士通、NEC、日立など、日本を代表するSIパートナーとの協業において豊富な実績があります。

Biggest personal win： 3人の子どもを持つ夫・父親であること。

このポジションで求める人物像

前向きで、自ら考えて行動できる方を求めています。戦略的に考える力と、現場で最後までやり切る実行力の両方を発揮できることが重要です。

パートナーとともにGTM計画を策定し、実行をリードするだけでなく、案件の推進やお客様との接点にも直接関わっていただきます。

Nutanixは、IT業界に変革をもたらし続ける企業です。私たちと一緒に、日本のIT市場を変えていきませんか。

Hungry, Humble, Honest, with Heart!

The Opportunity

Drive accelerated success measured by revenue growth as Channel Sales Manager, industry mindshare/awareness, and customer adoption of our partners.

Reporting to the Japan Channel Sales Director, you're accountable for delivering the commercial success of our partnerships across Japan. In this role you’ll develop and execute go-to-market strategy and business plans to exceed sales performance targets. You’ll do so in close collaboration with in- and external regional teams across the theater.

Channel Sales at Nutanix

As a Channel Sales Manager, you are responsible for leading the business and selling Nutanix Products and Solutions through the partners. You will be working closely with the Japan High-Touch sales and SE leaders as well.

Essential to success in this role is the ability to build strategic partnership with existing and new Nutanix channel sales partners and to maximize growth of Nutanix products and solution selling through such partnership. This will be achieved shoulder to shoulder with the native Nutanix team in Japan and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the stakeholders in Japan, VPs and Directors and have a large amount of influence on sales team decisions and initiatives across the region.

Responsibilities

  • Lead and develop the business of National SI partners
  • Develop and execute joint go-to-market strategy leveraging partner eco-system
  • Drive revenue and bookings growth through the partner
  • Operational Activities – Track/ Manage DR, CR, Review Forecast with Nutanix channel partners & Nutanix Teams, track Pipeline build weekly, Quarterly QBR with Territory Teams & at an Executive Level
  • Biz Dev Activities – Build & Execute Plans by Territories with Channel Partners & Nutanix team on Customer Engagement (Named Accounts), Identifying Key Deals to Win & ensure teams are aligned, Focused Partners to engage in building coverage, Leverage channel partners sales force to reach out to the customers beyond reach of Nutanix native sales force
  • Enablement Activities - Channel Partner sales force in collaboration with Nutanix sales teams
  • Conflict Management & Collaborate – DR Issues, Pricing Decisions, Work in the best interests of the relationship between channel partners & Nutanix, Collaborate with Nutanix reps on maximizing sales Pipeline
  • Executive Coverage – Periodical Meetings with executives from key channel partners to update & identify the areas to grow the relationship
  • Help partners to respond to strategic RFP's and follow up with prospects
  • Build and strengthen the business relationship with current accounts and new prospects together with the partner and the Nutanix sales team
  • Provide status information to your Manager including forecast/pipeline information for the business through the partner
  • Provide, or facilitate training opportunities for your partner and relevant key channels
  • Provide product feedback back to engineering to improve Nutanix solutions for the partner

What You’ll Bring

  • Minimum 5+ years of experience in business development, or Partner sales or High touch sales in the enterprise software business
  • Track record in partner relationship development and management
  • Strategic and tactical thinker with a passion for execution and delivering results
  • Existing executive relationships and knowledge of strategic partners’ technology stack and organization
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development of both Nutanix and the alliance partner
  • Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions
  • Experience using SFDC and other CRM software
  • Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals
  • Ability to maintain relationships with sales, technical and marketing resources at all levels of the partner and field organization (Sales Engineers and Sales reps)
  • Conversational Level of English ability which is able to communicate internally with APAC team

About Your Team

Meet Hiring Manager, Masayuki Arai Senior Manager, Channel Sales, Nutanix Japan

  • Leads partner-led business growth and go-to-market execution across Japan.
  • Brings over 20 years of experience in enterprise IT sales, spanning both high-touch and partner sales, with a strong track record of working with leading Japanese SI partners including Fujitsu, NEC, and Hitachi.
  • Biggest personal win: Husband and Father of three children.
  • Who they are hoping to find in this search: We are looking for a positive, self-starter who can balance strategic thinking with hands-on execution. This role requires someone who can shape and drive GTM plans with partners, while also engaging directly in deal execution and customer-facing opportunities. Nutanix continues to be a disruptor in the IT industry—let’s work together to change the IT market in Japan.
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