MSP Sales Manager

Nutanix

  • Paris
  • CDI
  • Temps-plein
  • Il y a 1 mois
Hungry, Humble, Honest, with Heart.The OpportunityAre you a results-driven sales professional with extensive experience in managing large accounts and fostering relationships with Managed Service Providers (MSPs)? 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 some countries in Southern Europe, and collaborate with a dynamic team that values execution, innovation, and a strong partner and customer experience.About the TeamThe 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 is focusing 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. In addition, this role is covering 2 regions: France and South Europe.The travel requirements for this role are estimated to be around 30% to 50%. Most travel will be within France, with occasional trips to Southern Europe countries.Your Role
  • This role is covering France and some countries in Southern Europe. It encompasses the following activities and objectives:
  • Engage and build trusted relationships with named Managed Services Providers (MSPs) to drive business opportunities in France and South Europe.
  • Develop and implement strategic plans for business growth and engagement with MSPs, including marketing activities, and sales and technical enablement plan with clear outcomes (certifications)
  • Collaborate with MSP internal sales teams and their ecosystem to align strategies and best practices for successful MSP business 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 MSPs, and assist/enable MSP in offers creation, value proposition, field prospect meetings and demo's.
  • Lead initiatives to activate and scale business with MSPs, 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.
  • Help strategically aligned MSPs develop their Resell and integration practice
  • Achieve quota targets - incl both Sell-To and Resell modes - and contribute to significant projects to enhance the partner and customer experience. As these are existing MSPs, most of Sell-To will come from expansion and increased commitment
  • Assist the MSPs to effectively manage their Nutanix licenses and secure its full utilizations in close collaboration with Nutanix customer success and renewal teams
  • Develop and document onboarding methodology and best practices to successfully ramp up the new MSPs
  • Main stakeholders this role will interact with: MSP Sales (sell-to / commitment), MSP Solution Engineer and Partner Marketing Manager.
What You Will Bring
  • Minimum of 5 years of successful experience in the IT industry, with a focus on large account management.
  • Proven track record in managing Managed Services Providers (MSPs) and driving business growth.
  • Experience in strategic planning and development specifically related to MSPs.
  • Direct sales experience, understanding various sales motions and methodologies.
  • Excellent coaching capabilities to help the selected MSPs be successful with their Nutanix offers and consume projected commitment (sell-out). Drive co-selling activities with MSP and Nutanix Sales teams.
  • 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 is required for this position
Work ArrangementThe work arrangement for this role will be discussed with the hiring manager.--Nutanix is an equal opportunity employer.Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting .

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