Director of Channel

4 days ago

London, United Kingdom Nutanix Full time

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a dynamic leader with a strong understanding of channel sales and a proven ability to develop diverse teams in the technology sector? If so, you will thrive in the Director of Channel - UK&I role at Nutanix, where you will have the opportunity to lead a team of experienced Channel Managers, drive partner-initiated revenue growth, collaborate with a talented sales team, and play a pivotal role in further growing our channel organization.

About the Team

The Director of Channel - UK&I will be leading our UK&I channel organization, which is dedicated to empowering partners and facilitating sales growth in the region. The team is primarily located in the United Kingdom, with a preference for London, and it embodies a culture of collaboration. The mission of the team at Nutanix is to enhance partner engagement, drive revenue initiatives, and support a robust channel ecosystem that results in strong selling capabilities for partners.

You will report to the Sr. Director of Channel - EMEA, Sven Schoenaerts, who is known for his results-driven leadership style and aptitude for strategic planning. Sven fosters an environment that encourages team collaboration and continuous learning, focusing on both individual and team development.

This role requires approximately 40% travel within the UK&I, primarily to visit partners and attend sales meetings. The candidate should be prepared for occasional travel as part of their responsibilities, ensuring the effectiveness of partnership development and sales growth strategies in the region.

Your Role

  • Lead and manage the channel sales organization in UK&I, overseeing a team of 5 Channel Sales Managers.
  • Collaborate with field sales, sales leadership, and marketing teams to drive strategic initiatives.
  • Engage with partners, distributors, resellers, and OEM partners to strengthen relationships and enable effective selling.
  • Develop and implement incentive programs for partners to increase sales of Nutanix products.
  • Drive partner-initiated revenue growth, aiming to enhance overall revenue streams in the region.
  • Mentor and support the professional development of team members, fostering a culture of growth and success.
  • Participate in regular travel (approximately 40%) to meet partners and attend sales meetings, ensuring alignment with business goals.
  • Establish and monitor key performance indicators to measure team success and drive continuous improvement.

What You Will Bring

  • Minimum of 10 years of channel sales leadership experience in the technology sector.
  • Strong understanding of channel sales processes and the ability to lead a diverse team.
  • Experience in target account selling, solution selling, and consultative sales techniques.
  • Ability to work collaboratively with field sales, marketing, and stakeholders.
  • Proven track record in enabling partners to sell effectively and driving revenue growth.
  • Strong organizational, strategic planning, and interpersonal skills.
  • Technical proficiency in Salesforce, MEDDPIC, Tableau, and Marketo.
  • Bachelor’s degree in a related field; advanced degree preferred.
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