Director AWS Alliance Manager (US or Canada)

Hungry, Humble, Honest, with Heart.

The Opportunity

As the Alliance Manager for AWS you will be responsible for building and fostering our strategic partnership between Nutanix and AWS, resulting in win-win-win outcomes for our customers, Nutanix and AWS. You will take ownership of oversee a series of strategic programs in collaboration with AWS and establish clear, quantifiable targets and goals. This includes activities such as co-sell and co-marketing opportunities, working closely with regional sales leaders and partners, marketing and all other functions across the globe to build our business with AWS.

About the Team

At Nutanix, you will have the opportunity to join the Cloud Business Development & Alliances team, distributed globally, focused on fostering growth and nurturing relationships with hyperscalers. The team culture emphasizes the core values of being Hungry, Humble, Honest with Heart. Through these principles, we aim to drive highly collaborative teamwork, prioritize long-term focused initiatives, take ownership, and deliver exceptional customer experiences while delivering company results. 

You will report to the Vice President, Business Development, Cloud & Databases Partner Ecosystem. This role offers a remote work setup, allowing for flexibility and a comfortable work environment. 

Regarding travel requirements, this role is remote, and travel is approximately 25%.

Your Role 

• Understand the partners’ organization and build stakeholder maps to expand the network
• Keep up-to-date with AWS partners programs, as well as industry trends and best practices
• Identifying and pursuing new business development opportunities with AWS 
• Develop plans that fully consider short-term and long-term goals and performance expectations that are aligned with the partner's needs and capabilities 
• The person will be familiar with and help in the creation of co-innovation strategy, product integrations, co-building partner initiatives 
• Effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities
• Influence business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management) to grow Nutanix AWS business and impact across the partner portfolio.  
• Collaborate with sales and partner teams to qualify, develop, and execute vertical and horizontal campaigns to generate new business opportunities 
• Lead regular global pipeline reviews to ensure pipeline information is thorough and accurate 
• Broker internal resources, tools, references and / or investments needed to execute on the business plans in order to help meet the set goals

What You Will Bring

• Bachelor’s degree required (Computer Science, Sales, Marketing, Business Development)
• 10+ years of experience in partner channel development, sales, business development, alliance management in the enterprise b2b technology industry
• You will have strong business development, strategic alliances, and entrepreneurial skills
• Experience with hyperscalers marketplaces, co-sell, sales programs and initiatives, preferably with AWS
• A proven history of building and implementing partner programs and ecosystems and sales strategies to manage pipelines and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategic alignment with business priorities
• Excel in negotiation and conflict resolution, achieving mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to communicate the company's aim effectively, and seeking common ground and collaborative solutions
• Strong partner relationship management and solution development skills managing virtual teams across functions and geographies.
• Excellent communication and presentation skills with a high degree of comfort in preparing and delivering clear, accurate, and understandable communications conveying highly complex business and technical information to all audiences. 
• The ideal candidate is an accomplished leader with a strong background in building new initiatives with partners, driving cross-functional alignment, co-building and co-selling with partners, field engagement, and marketing collaboration

The pay range for this position at commencement of employment is expected to be between USD $ 200,880 and USD $ 402,240 per year.

However, base 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. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith.