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Federal Account Manager - Civilian (HHS) at Nutanix Inc.

Federal Account Manager - Civilian (HHS)

Nutanix Inc. Arlington, VA Full-Time
Nutanix is looking for a Federal Civilian Account Manager. You are responsible for selling Nutanix's Products and Solutions through Channel Partners and interacting directly with customers in the Federal Civilian space. You will also be working closely with a Sales Engineer in the territory.

Essential to success in this role is a keen ability to develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Nutanix provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.


* Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned partner accounts; develop new direct selling opportunities.
* Schedule and attend sales call appointments with a prospect in a partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
* Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
* Respond to RFP's and follow up with prospects.
* Develop an account plan to sell to customers based on their business needs.
* Build and strengthen the business relationship with current accounts and new prospects.
* Recommend marketing strategies.
* Provide status information to your Manager including forecast/pipeline information.
* Provide, or facilitate training opportunities for your accounts.
* Identify Nutanix customer references that can be utilized when reference selling.
* Provide product feedback back to engineering to improve Nutanix complete block solutions.


* Strong verbal and written communications skills including presentation skills.
* Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
* Experience with target account selling, solution selling, and/or consultative sales techniques.
* An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.
* Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.
* Experience using SFDC and other CRM software.
* Track record of exceeding assigned sales quotas in contiguous, multiple years.

Qualifications and Experience:

* 3 to 10 years of Federal sales experience preferred.
* Experience with FED CIV sales cycle and contracts
* Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
* Bachelor's Degree or equivalent experience.

About us

Founded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves "Nutants") are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work at. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with an entrepreneurial spirit. Above all, we celebrate what makes each of us unique.

We are humbled to be recognized as one of Bloomberg's Top 50 Companies to Watch in 2020 and one of the Fortune 100 Best Companies to Work For® 2020.

We're growing fast and disrupting the computing industry. Join us and make your mark.

About our business

Nutanix is a global leader in cloud software and a pioneer in hyperconverged infrastructure solutions, making computing invisible anywhere. Companies around the world use Nutanix software to leverage a single platform to manage any app, at any location, at any scale for their private, hybrid and multi-cloud environments.


Recommended Skills

  • Business Relationship Management
  • Business Requirements
  • Communication
  • Consultative Approaches
  • Consultative Selling
  • Contract Management
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