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Job Description
Hungry, Humble, Honest, with Heart.
The Opportunity
Are you a true self-starter with a solid network in the commercial business market, primarily with end users and a supporting partner eco-system, and a strong track record in consultative sales at the technical infrastructure level ?
If so, you will thrive in our fast-growing company, where you'll have the opportunity to drive pipeline generation, engage with well-known companies, and contribute to a dynamic team culture focused on personal development and achievable targets.
About the Team
The Enterprise Account Manager will be part of a dynamic and high-performance driven sales team at Nutanix located in Hoofddorp, Netherlands.
The team is dedicated to driving innovation and providing cutting-edge solutions for our clients, fostering a culture that values collaboration, achievement, and personal development. With a mission to address customer challenges and deliver exceptional value, the team thrives on a spirit of teamwork while striving for individual success in a competitive and evolving market.
You will report to the Country Sales Manager, who is known for a supportive and empowering leadership style that encourages team members to take ownership of their roles and fosters a collaborative environment. The work setup for this position is primarily remote, allowing flexibility, but team members are expected to go into the Hoofddorp office as needed for customer, partner, team meetings and collaboration activities.
Your Role
- As a self-starter you will quickly build and manage a strong prospect pipeline.
- Our sales cycles for large customer engagements are typically 9-18 months while smaller engagements may take 6 to 9 months
- Therefore, we generally expect you to generate sufficient pipeline and acquire 1 to 2 new logo clients per quarter once you are up-and-running
- Achieve assigned ramp up sales quotas within the first 6-12 months to ensure alignment with team productivity standards after the first year
- Expand existing accounts and create net new business opportunities by engaging with approximately 75-80 assigned accounts.
- We encourage our sellers to conduct 5 to 10 customer and 3 to 5 partner meetings weekly to foster relationships and drive sales.
- Publish 2 case studies annually showcasing successful implementations and client outcomes.
- Collaborate with other Nutanix functions, including System Engineers, Subject Matter Experts, Channel sales and many other supporting functions, to optimize sales strategies.
- Contribute to a co-operative team culture while achieving personal sales targets in a fast-paced environment.
What You Will Bring
- Self-motivated, accountable, and goal-oriented with a strong hunter mentality for new business development.
- 8- 10 years of experience in commercial sales, notably in IT infrastructure software or data center solutions.
- Strong existing network within large enterprises in commercial accounts in the Netherlands
- Extensive relevant network with partners (resellers, alliances, integrators, consultancy firms).
- Ability to engage in meaningful conversations with CTO’s, data center owners, IT managers, and architects.
- Proven track record of expanding accounts and generating net new business.
- Excellent understanding of data center operations and sales methodologies.
- Exceptional customer focus with a hunter mindset to identify and qualify opportunities.
- Strong communication and interpersonal skills for effective collaboration and relationship building.
- Ability to operate in a flat organizational structure and collaborate closely with technical teams.
- Commercial experience in selling software for cloud, virtualization, automation, and related technologies
- Familiarity with sales methodologies such as MEDDPICC and SFDC.
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