Enterprise Agreement Sales Specialist - Dell

The Opportunity

The Enterprise Agreement Sales Specialist - Dell, is a senior, internal, partner and customer facing individual contributor who drives revenue growth through consultative, value-based selling, renewals, expansion and program development through and with Dell. As a strategic advisor and subject-matter expert, you’ll help shape our program with Dell to accelerate revenue, protect pricing, and unlock new growth through one of our best partners.

What You’ll Be Doing

·       Drive revenue: Identify and prioritize target accounts and opportunities for Enterprise Agreements and long-term expansion with and through Dell.

·       Close deals: Support the teams of Dell and Nutanix when needed to help close deals and engage resources to de-risk customer opportunities.

·       Present value: Support the team when needed with executive-level financial analyses (TCO, ROI, NPV, business cases) that clearly articulate the Dell and Nutanix’s economic value versus alternatives.

·       Execute deal strategy: Partner with Dell and Nutanix Account Executives and EA Specialists to capture Enterprise Agreements, renewals, and cross-sell opportunities.

·       Create commercial solutions: Design and refine Enterprise Purchase Agreements and financial models that align customer objectives while maximizing Dell and Nutanix revenue and margin.

·       Standardize value selling: Create programs with Dell to drive consistent use of TCO/ROI frameworks and repeatable business-case templates across customer engagements.

·       Advise field teams: Collaborate with Dell field teams on positioning the full Nutanix stack, financial value selling, purchasing frameworks, and financing options.

·       Influence field strategy: Partner with Dell sales leadership to assess customer environments and align commercial strategy to technical roadmaps and transformation goals.

·       Build executive relationships: Develop senior contacts at Dell to grow the program and help position this as the lead motion for Dell when selling Nutanix software.

·       Productize growth: Surface and advocate new offers, packaging, and finance programs that unlock incremental revenue.

Success metrics

·       Revenue growth, deal size, deal volume and quota attainment

·       Renewal and expansion rates, NRR

·       Program creation and growth in its use

·       Cross-functional collaboration and influence

What You Will Bring

• Working with and for Dell for 5+ years 
•  Proven enterprise software sales experience with a focus on deal strategy, pricing, and value-based selling
• Strong financial modeling (TCO/ROI/NPV) and executive presentation skills 
• Working in a matrixed sales environment with many stakeholders
• Track record of driving renewals, expansions, and large commercial agreements
• Creation of programs within Dell or other companies and using those programs to achieve high growth
• An understanding of The Channel Model and working successfully within it

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