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Enterprise Account Manager

il y a 2 semaines

Paris, France Nutanix Temps plein

**Hungry, Humble, Honest, with Heart.**

**The Opportunity**

Are you an experienced enterprise sales professional with a proven track record of managing large accounts and building strategic relationships across various sectors? If so, you’ll thrive in our collaborative team environment at Nutanix, where you’ll have the opportunity to leverage existing connections, drive significant deals, and contribute to the success of a well-established territory while working closely with a supportive sales engineering team.

**About the Team**

The Enterprise Account Manager role is part of a dynamic sales team operating in Paris, Île-de-France, that is dedicated to driving high-impact sales strategies and fostering strong client relationships. The team thrives on a collaborative culture that emphasizes building strategic big deals and effectively addressing large enterprise accounts. The mission at Nutanix is to empower businesses by providing innovative solutions that enhance their infrastructure and drive their digital transformation journeys.

You will report to the Enterprise Sales Director, who leads with a focus on collaboration and relationship-building, prioritizing the development of strong connections both within the team and with customers. The work setup for this role is primarily remote, with occasional requirements to work in the office; specific in-office days have not been outlined but indicate flexibility while ensuring the team's goals are met.

The travel requirements for this role are mínimal, with an expected travel percentage of 10 to 20%. This allows for a balance between managing accounts locally and pursuing opportunities that may necessitate occasional travel.

**Your Role**
- Manage and nurture relationships with large enterprise accounts to drive growth and revenue.
- Identify and pursue strategic opportunities for large deals, collaborating with internal teams to align account strategies.
- Conduct regular account reviews and maintain a thorough understanding of customer needs and market trends.
- Engage in prospecting for new business opportunities within the assigned territory, focusing on verticals such as retail and CPG.
- Collaborate closely with the sales engineering team to address technical aspects of sales and ensure successful implementations.
- Leverage existing connections within the territory to continue business development and optimize account management.
- Achieve specified revenue targets and contribute to the company’s overall sales objectives within the first year.
- Adopt a consultative approach to address both business and IT challenges with key stakeholders (CIOs, CTOs, Infrastructure Directors, Architects).
- Open new logos and generate new ACV (70% of your target).
- Build and execute detailed account plans for each strategic customer.
- Define a long-term vision with a 3-year territory plan, identifying growth levers and prioritizing key accounts.
- Manage complex sales cycles, including RFPs, negotiations, and contract signatures.
- Engage and develop the partner ecosystem (resellers, system integrators, cloud providers) to maximize indirect sales opportunities.
- Ensure Salesforce discipline by maintaining accurate and timely updates on pipeline, forecasts, and account data.
- Orchestrate the extended sales team (Presales, Business Analyst, Renewals, Specialists) to build and execute winning account strategies.
- Provide structured customer feedback to help improve solutions and offerings.

**What You Will Bring**
- Over 10 years of experience in enterprise sales.
- Proven ability to manage large accounts and build strategic relationships.
- Expertise in developing and closing high-value deals.
- Strong understanding of retail and consumer packaged goods (CPG) sectors.
- Experience engaging with media and services sectors, with a focus on new verticals.
- Excellent communication and interpersonal skills
- Willingness to travel up to 10-20% for business purposes.
- Successful enterprise sales experience with French Large Accounts (CAC40/SBF120).
- Strong track record in selling complex IT solutions: infrastructure, software, cloud, SaaS.
- Proven ability to open new logos and manage long, complex sales cycles (6-18 months).
- Skilled in building trusted relationships with C-level executives and adopting a consultative sales approach.
- Proficiency in Salesforce CRM and best practices in pipeline management and forecasting.
- Experience in account planning and territory planning, with the ability to develop a 3-year strategic vision.
- Solid understanding of indirect sales models and partner ecosystem management.
- Strong leadership and negotiation skills in addition to communication.
- Bachelor’s degree or equivalent.
- Fluency in both French and English.

**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