WW Vice President of Sales Operations

WW Vice President of Sales Operations

Nutanix
Hungry, Honest, Humble, with Heart

Nutanix is a global leader in the hybrid multi-cloud platform market and its mission is to bring simplicity to the most complex of technology challenges.

Founded in 2009 and headquartered in San Jose, CA, Nutanix is a passionate team of 6000+ employees worldwide. 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’re growing fast and disrupting the computing industry. Join us and make your mark.
www.nutanix.com

Opportunity Overview

The WW Vice President of Sales Operations runs all our Sales Operations functions to support the Field Sales organization, Systems Engineers (pre-sales), Customer Success and Channel, and is responsible for our Revenue Tech stack. A key part of this role will be supporting the transformation of our Tech Stack, policies and processes as part of our Subscription Transformation journey; therefore, we are looking for software subscription experience as well as experience of running large, global Sales Operations functions at scale.

What You Will Bring

We are looking for a WW Vice President of our Sales Operations organization. You would manage a global team of sales operations professionals including Deal Desk, Order Management, and Field Sales Operations.

You will play a pivotal role in shaping our rapidly growing organization and continue to further cement our position as a visionary leader in the Cloud software market. You must be a thought leader and be able to work cross-functionally with executives to develop and implement business processes that drive efficiency and performance improvement across multiple operational and financial metrics. This is a highly visible role that will report directly to the Chief Revenue Officer but will work daily and closely partner with the senior sales leadership, channel and partner teams, marketing, and other executives across Nutanix to drive continued growth through an integrated, cross-departmental strategy.

Responsibilities:

• Engage as an essential part of a global sales organization to achieve and exceed revenue targets.
• Proactively drive the global sales business plan framework and its individual key components – segmentation, compensation strategy, go-to-market framework – through the various quarterly, annual and long-range planning cycles, e.g.: AOP planning.
• Display deep understanding of Nutanix Quote to Cash cycle and continually seek to optimize it by partnering with key stakeholders.
• Work in partnership with Product Management, Sales and Cloud Economists (complex deal team) to innovate our commercial models and contracts to enable us to rapidly take market share and align our commercial models to our customers’ requirements and to competitively differentiate in the market.
• Provide thought leadership, business analysis, and real-time execution on strategic initiatives to drive Nutanix’s top line.
• Work closely with other team members and the business to further develop metrics, KPIs, analytics, and dashboards to provide performance measurement and drive business insight.
• Develop and implement comprehensive models and reporting tools tracking opportunities from lead generation to revenue recognition, account development and retention.
• Administer, manage, and report on revenue forecasting and automation/forecasting tools.
• Develop and implement policies and procedures to ensure data integrity and cleanliness of database working with marketing, sales, product and business systems teams.
• Support the company’s software subscription transformation journey, particularly in transforming our Rev Tech stack with a build and buy hybrid approach as well as our policies and business processes.

About the Team

You will be responsible for 3 core global functions – Field Revenue Operations, Sales Operations (Deal Desk, Order Desk, Bid Desk, Shared Services) and the Incentives and Go to Market team, an organization of approximately 120 people.

This role will report to Andrew Brinded, Chief Revenue Officer, https://www.linkedin.com/in/andrewbrinded/

Qualifications:

• Thorough understanding of sales operations, channel sales operations, sales onboarding, deal desk, order management, and renewals/customer success.
• Ability to maintain relationships at all levels of our internal organization and channel partners.
• High level of specialized sales and product solution knowledge.
• Experience with SaaS technologies, ideally subscription software and associated Rev Tech stack.
• 10+ years’ experience, including third line management and proven track record of performance in strategy and operations.
• Extensive experience and knowledge of sales operations and enterprise sales models, including multi-channel distribution models.
• Excellent analytical, reporting, data manipulation, dashboard creation, and Business Intelligence skills with an expertise in SFDC.
• Ability to drive and build business plans and investment strategies.
• Detail-oriented but can also see the big picture. You can crunch the numbers and articulate the key takeaways in an executive summary for our Executive team, Board and Investors.
• Able to develop creative solutions to complex problems and gain buy-in of colleagues across functions.
• Excellent at planning and project management – ability to look ahead to meet regular deadlines and predict and prevent last minute fire drills.

The OTE pay range for this position at commencement of employment is expected to be between $316,724 and $475,087 per year; however, 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.