This resource will play a pivotal roleas the primary Revenue Operations engagement resource with our globalpresalesorganization. Our Presales organization has approximately 700 resources globally who support all aspects of sales – from presales to post sales adoption.
You will work closely with thepresalesleadership team on a wide range of topics relevant to presales execution alongside sales. This individual must be a thought leader and be able to work cross-functionally with many teams to develop an operational cadence that will provide visibility into the business and ensure maximum revenue growth. This position requires an analytical mind with the ability to tell a “story” with data. This is a highly visible role that will partner with senior sales leadership, finance, channel, marketing, and other executives across Nutanix to drive efficiency and operational excellence.
You shouldpossess relevant subject matter knowledge across the sales process includingLead Management, Opportunity Development,Configuration, Pricing, Quoting, CRM (Salesforce), product adoptionand the overall end to end sales process. You will provideleadershipin a fast-passed environment.
Yourare the interface to Presales but at the same time you will be engaging with WW initiatives that are bothlarge and small, cross-organizationin nature,andcross- regional as the voice of Presalesrepresenting theirunique needs. At times you will lead internalinitiatives that will transform and evolve the business. You will ensure thatthe projectmeets all scope, time, budget and quality expectations, through planning, designing, deployment and adoption(change management).You will manage company and third-party efforts to plan, build and implement solutions to deliver meaningful business outcomes.
Responsibilities
- You are the key resource supporting the Presales Leadership
- In addition to Presales, you will engage with Finance, HR, Legal, Marketing and others in order to effectively execute yourresponsibilities
- You will take a lead role in assembling the Quarterly Business Review (QBR) for Presales
- You will work with leadership to develop and monitor a set of KPIs that coverPresales
- You will workcollaboratively with WW,Theater andRegional resources tobesuccessful
- Provide thoughtful insightsfor Presales leadershipbased on data and trends.
- You are the Presales Trustedadvisor
- You are the primary interface for Presales into RevenueOperationsand you will work across the Rev Ops org to pull in expertise as needed.
- You willcollaborate with Sales and Presales onthe annual planning process including account segmentation, territory planning and quota planning and assignment. This planning needs to align to and leverage the WW sales standards, cadence, timelines, systems and processes.
- Work collaboratively across the global organization to develop and advance key initiatives, optimize business processes, design policies, and drive newproductivity initiatives.
- You should be familiar with Channel based business asNutanix executes 100% of our business via a robust channel network.
- Responsible for stakeholder management and developing well defined milestones, including following up on action items to ensure completeness and alignment.
- Structures analytical approaches and develops project strategies and tactics.
- Develop meaningful measurement systems to confirm impact on business.
- Collaborates across businesses, functions, and regions to align strategy and direction.
- Ad-hoc projects as required.
- Daily creationand developmentof smaller ad-hoc SFDC andrelatedreportsas required.
Operational Cadence
- Quota Planning for Presales globally
- Manage Headcount&Planningglobally
- Develop and monitorKPIs
- Manage Regional datapackages
- Manage SE QBRprocess
- Program managing of SE Sales Initiatives
- Process documentation, tooling and automation
- Process improvements on Technical close details
- SE Productivity measurement and analysis
- Design of org construct, including pooling and alignment of resources
Qualifications And Experience
- 5-10 years of business experience, including a proven track record of performance in strategy and/or operations role.
- Excellent executive presence, ability to drive adoption and build credibility with senior leadership.
- Extensive experience and knowledge of sales operations and the ability to effectively communicate cross-functionally.
- Exceptional analytical, reporting, data manipulation, dashboard creation, and Business Intelligence skills with an expertise in SFDC.
- Experience with Clari and Tableau is a plus.
- Detail-oriented but can also see the big picture. Can crunch the numbers and clearly articulate the key takeaways in an executive summary. Tell a “story”
- Proficient in Power Point, and able to build professional, executive worthy presentations.
- Ability to quickly pivot, thrive in an agile environment, and meet critical deadlines.
The OTE pay range for this position at commencement of employment is expected to be between $117,040 and $234,120/year; however, pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
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