Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a strategic thinker with extensive experience in managing hyperscaler partnerships, a proven track record in channel sales, and a passion for driving growth in the cloud business? If so, you will have the opportunity to join a collaborative and agile team at Nutanix, where you can leverage your skills to onboard new cloud-native partners, generate significant pipeline growth, and contribute to an innovative culture that fosters close-knit relationships and cross-functional collaboration. We are looking for someone to bring their extensive experience to develop and own the executive of our scale GTM with our cloud partners.

About the Team

The successful candidate will join the Cloud Alliance team at Nutanix, headquartered in the APJ (Asia-Pacific and Japan) region. This team operates within a dynamic and collaborative culture, often described as a close-knit family where team members have a strong history of working together. The team's mission is to drive growth in the cloud business by generating top-of-funnel pipeline through strategic partnerships with hyperscalers and cloud-native companies, enhancing Nutanix's market presence and outreach in the region.

You will report to the Director of Business Development, who leads with a family-oriented approach, encouraging strong relationships and teamwork. The work setup is hybrid, allowing for flexibility between remote work and office presence. The hired individual will be expected to come into the office a few days a week, maintaining close collaboration with team members while also engaging with partners.

This role has significant travel requirements, as the candidate will need to travel across India.

Your Role

• Define and execute go-to-market strategies with partners to optimize pipeline generation and revenue growth.
• Manage and expand relationships with hyperscaler and ISV partners to drive collaboration and mutual growth.
• Onboard new cloud-native partners and launch the GTM strategy, aiming for a target of five new partners within the first year.
• Utilize funding programs from major cloud providers to enhance value for partners and customers.
• Travel across the India to engage with partners and stakeholders, ensuring effective relationship management.
• Collaborate cross-functionally with marketing, sales, and engineering teams to support partner initiatives and deal hygiene.
• Achieve a pipeline growth target of $1,500,000 through new partner onboarding and successful partnership strategies.
• Adapt to dynamic cross-functional roles and contribute to the team culture while fostering a collaborative work environment.

What You Will Bring

• Proven experience managing hyperscaler partnerships (Google, Microsoft, AWS).
• Proven experience creating a scale GTM offering with hyperscalers and partners.
• Track record of execution across multi-stakeholder organisations.
• Strong relationship management skills with hyperscaler and ISV partner managers.
• Background in channel sales with a track record of exceeding revenue targets.
• Ability to define and execute effective go-to-market strategies.
• Experience in pipeline generation and working within complex partner ecosystems.
• Understanding of the total addressable market (TAM) for cloud services.
• Strong communication skills and adaptability in cross-functional roles.
• Bachelor's degree or equivalent experience in a relevant field (preferred).

Work Arrangement

Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. In locations where our workplace policy applies (i.e. San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney and Tokyo), employees are expected to work onsite a minimum of 3 days per week to foster collaboration, team alignment, and access to in-office resources. Workplace type may vary based on location and team requirements. Please speak with your recruiter for details. Additional team-specific guidance and norms will be provided by your manager.

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