GSI Business Development Manager

Are you a highly motivated sales professional with 10 to 15 years of experience in the GSI space, strong consultative communication skills, and a proven track record of engaging with large enterprise accounts? If so, you will want to join our dynamic team, where you'll have the opportunity to drive significant business growth in the EMEA region, foster collaboration with Indian Head Quartered Global System Integrators, and be part of an open and supportive culture that values innovation and teamwork.

About the Team

The GSI Business Development Manager will be part of a specialized team within Nutanix focused on driving business opportunities and fostering strategic partnerships with Global System Integrators (GSIs) across the EMEA region. The GSIs in focus will be TCS, Wipro, HCLTech and Infosys. This small, agile team embodies a collaborative and open culture that encourages the sharing of ideas and lessons learned. With a mission to capitalize on significant business potential, the team is akin to a "swat" or "hunter" group, targeting large enterprise accounts and fostering meaningful engagement in the technology space. You will report to the Global GSI Director, who is known for their supportive leadership style that values collaboration and communication among team members.

The team emphasizes flexibility in their work setup, which includes a requirement for on-site presence in the London office a significant part of the time to facilitate in-person meetings and discussions that are crucial for success in this role. The position involves approximately 60% travel, primarily within London and the surrounding areas, with an additional 40% dedicated to visits to key countries throughout Europe, such as Germany and the Netherlands. This travel will be essential for engaging with customers and partners, ensuring that the candidate is able to build and maintain vital relationships across the region.

Your Role

• Develop and execute strategies to engage with Global System Integrators (GSIs) and target large enterprise accounts.
• Facilitate collaboration between Nutanix teams and GSIs, ensuring open communication and alignment on strategies.
• Conduct market research and analysis to identify growth opportunities within the GSI ecosystem in the EMEA region.
• Build and maintain strong relationships with key stakeholders, fostering mutual success and collaboration.
• Represent Nutanix in executive communications and sales pitches, promoting offerings and driving engagement.
• Assess and prioritize accounts based on potential and strategic importance, focusing on metrics and growth targets.
• Lead discussions with internal and external stakeholders to advance account maturity and engagement levels.
• Achieve performance quotas and contribute to the overall revenue goals for the EMEA region.
• Build a business plan with each of the GSIs specific to the EMEA and ensure execution of the same.
• Define and track business metrics and conduct regular business reviews and executive briefings with Nutanix and GSI partners.
• Build a true partnership with GSI and act as their champion across Nutanix and evangelize Nutanix within the partner.
• Work in total tandem with the Global Business Manager for each of the GSI and replicate best practices seen in the other regions in EMEA.
• Create a plan to engage with shortlisted large managed services customers of the GSI and create net new opportunities for both the GSI and Nutanix.

What You Will Bring

• 10 to 15 years of experience in relevant sales roles, particularly in indirect selling.
• Strong technical knowledge in data centre technologies, including private and public cloud.
• Recent engagement with Global System Integrators (GSIs) within the last three years.
• Excellent communication and consultative conversation skills for mature discussions.
• Proficiency in building relationships and convincing stakeholders for collaboration.
• Ability to prioritize accounts based on strategic importance and potential deals.
• Willingness to travel approximately 60% of the time across Europe.
• Degree in a relevant field, such as Business, Engineering, or Computer Science (preferred).

Work Arrangement

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 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.