Channel Sales Manager

Hungry, Humble, Honest, with Heart.
The Opportunity
Are you a results-driven sales professional with extensive experience in managing large accounts and fostering relationships with Global System Integrators (GSIs)? If so, you will thrive in our hybrid work environment at Nutanix, where you will have the opportunity to engage in strategic initiatives, drive business growth in France, and collaborate with a dynamic team that values execution, innovation, and a strong partner and customer experience.
About the Team
The Channel and Ecosystem team at Nutanix is dedicated to driving business growth through relationships with key partners across France and North West Africa. Based in Paris, Île-de-France, the team fosters a culture of execution, humility, and ambition. Their mission is to develop the business with and through integrators, managed services providers, and resellers. The team focuses on strategic initiatives, collaboration, and shared successes, while also supporting team members in adapting to diverse challenges and opportunities within the market. You will report to the Director of Channel and Ecosystems for France and North West Africa, who encourages a pragmatic approach to leadership, valuing ownership and accountability, supporting team members while enabling freedom and decision-making at the local level. The work setup for this role is hybrid, requiring the candidate to come into the office at least once a week to promote collaboration and team dynamics. The travel requirements for this role are estimated to be around 30% to 50%. Most travel will be within France, with occasional trips to North West Africa.
Your Role

• Engage and build trusted relationships with Global System Integrators (GSIs) to drive business opportunities in France.
• Develop and implement strategic plans for business growth and engagement with GSIs, including marketing activities, and sales and technical enablement plan with clear outcomes (certifications).
• Collaborate with internal sales teams to align strategies and best practices for successful GSI partnerships.
• Monitor sales progress and report on business development efforts to identify roadblocks and opportunities.
• Participate in training sessions on Nutanix solutions to effectively pitch to partners and customers.
• Present Nutanix Solutions value proposition to our Partners, and assist/enable partners in offers creation, value proposition, field prospect meetings, and demos.
• Lead initiatives to activate and scale business with GSIs, focusing on long-term strategic relationship building.
• Create a framework for managing large accounts and navigating complex sales cycles.
• Forecast, drive, and close large deals in collaboration with the sales team and the partners in the region.
• Achieve quota targets and contribute to significant projects to enhance the partner and customer experience.

What You Will Bring

• Minimum of 10 years of successful experience in the IT industry, with a focus on large account management.
• Proven track record in managing Global System Integrators (GSIs) and driving business growth.
• Experience in strategic planning and development specifically related to GSIs.
• Direct sales experience, understanding various sales motions and methodologies.
• Strong collaboration skills to build relationships and share best practices within teams.
• Resilience to navigate long sales cycles with patience and determination.
• Thorough understanding of sales techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.
• Positive attitude, with a strong willingness to win and create excellent partner and customer experiences.
• Excellent French and English oral and written communication skills are required for this position.

Work Arrangement
Hybrid: 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.