Job Description

Hungry, Humble, Honest, with Heart.

Director AWS Alliance Manager

The Opportunity

Are you a results-oriented business development professional with a proven track record in driving

cloud-based solutions and building strong relationships with channel partners? If so, joining our team

as a Business Development Manager for Cloud at Nutanix will offer you the opportunity to leverage

your expertise in a dynamic startup-like environment, where you'll have the autonomy to creatively

grow our business alongside key partners like AWS.

About the Team

At Nutanix, you will have the opportunity to join the Cloud Business Development & Alliances team,

distributed globally, focused on fostering growth and nurturing relationships with hyperscalers. The

team culture emphasizes the core values of being Hungry, Humble, Honest with Heart. Through

these principles, we aim to drive highly collaborative teamwork, prioritize long-term focused

initiatives, take ownership, and deliver exceptional customer experiences while delivering company

results.



You will report to the Vice President, Business Development, Cloud & Databases Partner

Ecosystem. This role offers a remote work setup, allowing for flexibility and a comfortable work

environment.



Regarding travel requirements, this role is remote, and travel is approximately 25%.

Your Role

Drive sales growth by enabling channel partners to establish and scale cloud practices with

Nutanix NC2 on AWS.

Understand the partners' organization and build stakeholder maps to expand the network Keep up-to-date with AWS partners programs, as well as industry trends and best practices Identifying and pursuing new business development opportunities with AWS Develop plans that fully consider short-term and long-term goals and performance

expectations that are aligned with the partner's needs and capabilities

Develop and execute strategies to expand the channel partner pipeline, ensuring effective

sales and delivery of Nutanix cloud solutions.

Provide sales enablement, training, and support to partners to enhance their ability to sell

and implement Nutanix NC2 solutions.

Design and implement go-to-market strategies targeting key industry verticals in

collaboration with AWS.

Build and maintain strong relationships with key channel partners to drive mutual revenue

growth.

Collaborate with internal teams and VARs to align on sales strategies and optimize partner

performance.

Meet aggressive revenue targets through effective pipeline generation and partner

engagement.

Establish a foundational understanding of Nutanix products and the competitive landscape to

drive effective sales discussions.

Collaborate with sales and partner teams to qualify, develop, and execute vertical and

horizontal campaigns to generate new business opportunities

Broker internal resources, tools, references and / or investments needed to execute on the

business plans in order to help meet the set goals

What You Will Bring

Bachelor's degree required (Computer Science, Sales, Marketing, Business Development) 10+ years of experience in partner channel development, sales, business development,

alliance management in the enterprise b2b technology industry

You will have strong business development, strategic alliances, and entrepreneurial skills Experience with hyperscalers marketplaces, co-sell, sales programs and initiatives,

preferably with AWS

A proven history of building and implementing partner programs and ecosystems and sales

strategies to manage pipelines and meet sales goals by reviewing forecasts, assessing and

mitigating risks, and ensuring strategic alignment with business priorities

Excel in negotiation and conflict resolution, achieving mutually satisfying agreements in

negotiations with others by listening to their objectives, acting as the company's

representative to communicate the company's aim effectively, and seeking common ground

and collaborative solutions

Strong partner relationship management and solution development skills managing virtual

teams across functions and geographies.

Excellent communication and presentation skills with a high degree of comfort in preparing

and delivering clear, accurate, and understandable communications conveying highly

complex business and technical information to all audiences.

The ideal candidate is an accomplished leader with a strong background in building new

initiatives with partners, driving cross-functional alignment, co-building and co-selling with

partners, field engagement, and marketing collaboration