Cloud Alliances Business Development Manager

The Opportunity

Are you a strategic thinker with extensive experience in managing hyperscaler partnerships, a proven track record in channel sales, and a passion for driving growth in the cloud business? If so, you will have the opportunity to join a collaborative and agile team at Nutanix, where you can leverage your skills to onboard new cloud-native partners, generate significant pipeline growth, and contribute to an innovative culture that fosters close-knit relationships and cross-functional collaboration.

About the Team

The successful candidate will join the Cloud Alliance team at Nutanix, headquartered in the APJ (Asia-Pacific and Japan) region. This team operates within a dynamic and collaborative culture, often described as a close-knit family where team members have a strong history of working together. The team's mission is to drive growth in the cloud business by generating top-of-funnel pipeline through strategic partnerships with hyperscalers and cloud-native companies, enhancing Nutanix's market presence and outreach in the region.

You will report to the Director of Business Development, who leads with a family-oriented approach, encouraging strong relationships and teamwork within the team. The work setup is hybrid, allowing for flexibility between remote work and office presence. The hired individual will be expected to come into the office a few days a week, maintaining close collaboration with team members while also engaging with partners.

This role has significant travel requirements, as the candidate will need to travel across the APJ region. Specifically, the Singapore-based candidate in ASEAN will cover multiple countries in the region, including Australia, Korea, and Japan, as needed to engage with partners and stakeholders effectively.

Your Role

• Manage and nurture relationships with hyperscaler and ISV partners to drive collaboration and mutual growth.
• Define and execute go-to-market strategies with partners to optimize pipeline generation and revenue growth.
• Onboard new cloud-native partners, aiming for a target of five new partners within the first year.
• Utilize funding programs from major cloud providers to enhance value for partners and customers.
• Travel across the APJ region to engage with partners and stakeholders, ensuring effective relationship management.
• Collaborate cross-functionally with marketing, sales, and engineering teams to support partner initiatives and deal hygiene.
• Achieve a pipeline growth target of $4,500,000 through new partner onboarding and successful partnership strategies.
• Adapt to dynamic cross-functional roles and contribute to the team culture while fostering a collaborative work environment.

What You Will Bring

• Proven experience managing hyperscaler partnerships (Google, Microsoft, AWS).
• Strong relationship management skills with hyperscaler and ISV partner managers.
• Background in channel sales with a track record of exceeding revenue targets.
• Ability to define and execute effective go-to-market strategies.
• Experience in pipeline generation and working within complex partner ecosystems.
• Understanding of the total addressable market (TAM) for cloud services.
• Strong communication skills and adaptability in cross-functional roles.
• Bachelor's degree or equivalent experience in a relevant field (preferred).

Work arrangement

• Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. For most roles, that will mean coming into an office a minimum 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager.