Channel Chief - APJ

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a strategic thinker with strong channel leadership experience, eager to drive revenue growth and build meaningful partner relationships in the APJ region?

If so, you'll have the opportunity to lead the APJ Partner Organization at Nutanix, where you can contribute to our mission of becoming a leader in hybrid cloud technology within a collaborative and innovative team environment.

About The Team As a partner-driven organization, the Channel Sales organization plays a critical role in driving success for the APJ region. This team is dedicated to creating and continually improving Nutanix's routes to market, primarily engaging with Value Added Resellers (VARs) and Distributors.

With strong focus on internal and external collaboration, the Channel Partner Organization at Nutanix seeks to align the interests and sales motions across partners and internal sales teams.

You will report to the VP of Sales - APJ, who leads with a commitment to growth and development, empowering team members to excel through accountability and collaborative strategies.

The work setup for this role is hybrid, based in Singapore.

Your Role

• Develop and drive the regional partner strategy that is aligned to the APJ go-to-market strategy.
• Identify, onboard, curate and scale strategic channel partners across key APJ markets, including Resellers and Distributors. Incumbent is expected to possess/foster strong C-level relationships with tier-1 distributors and strategic value-added resellers (VARs).
• Structure and negotiate complex partner agreements, joint business plans (JBPs), and incentive frameworks.
• Lead and manage the APJ channel sales teams to drive revenue growth and accomplish sales targets.
• Lead, coach and build a high-performing team, with focus on culture building, team development and engagement.
• Drive close cross functional collaboration with internal Sales teams to maximize market coverage and operational alignment.
• Roll out channel programs, marketing development funds (MDF), deal registration policies, and partner portal tools across the region.
• Track and report on key partner performance metrics, partner-led revenue, and partner-attached pipeline, and ensure a substantial increase in channel partner engagement and contribution to overall sales year-on-year.

What You Will Bring

• Minimum 12-15+ years of senior regional sales leadership experience in the tech/software industry, including second-level leadership experience.
• Strong business acumen and proven sales track record of consistently exceeding revenue targets, with strong experience forecasting accurately at scale and MEDDPICC expertise.
• Technical background with a solid understanding of hybrid cloud technology.
• Deep understanding of diverse business cultures and market dynamics with critical APJ-wide experience, including Japan.
• Proven track record of building strong relationships with strategic partners.
• Strong interpersonal and influencing skills, with demonstrated capabilities in influencing C-suite leaders at major partner organizations.
• Excellent team leadership and people management capabilities in a matrixed, international environment.
• Experience as a public spokesperson for the company in media and PR, bringing the ability to represent Nutanix externally.
• Ability to work cross-functionally and collaborate well across teams and different cultures.
• Willingness to travel across the APJ region as required (between 50% - 70%).