Nutanix
Senior Director of Cloud Native Sales - EMEA & APJ
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Hungry, Humble, Honest, with Heart.
The Opportunity
Lead the EMEA / APJ Cloud Native (NKP) Specialist Sales Team.
Cloud Native technologies are among the most critical and strategic workloads for businesses today, accelerating digital transformation and enabling application modernization. Following our successful acquisition of D2IQ, Nutanix is expanding our Cloud Native portfolio, which includes D2IQ technology and our existing NDK portfolio (Nutanix Data Services for Kubernetes). Today, that complexity has never been greater with the rise of containerization, microservices, and cloud-native architectures that organizations must navigate in a hybrid multi-cloud world. We have seen impressive adoption across our install base of approximately 30,000 customers, as well as attracting new customers to our platform.
As we scale this business to be a three-digit $M ACV opportunity, we are increasing our GTM investments in sales, pre-sales, and leadership roles across the globe.
About The Team
The EMEA / APJ Cloud Native Team (NKP) sits at the center of one of Nutanix’s most strategic growth initiatives, building a category-leading platform for containerized workloads in hybrid multi-cloud environments. This team has been purpose-built to drive Nutanix’s long-term Cloud Native strategy by integrating best-in-class technology with Nutanix’s existing Kubernetes data services (NDK) and core hyperconverged infrastructure (HCI) platform, forming the future platform for Nutanix.
- Highly Collaborative: The EMEA / APJ Cloud Native Team members are located across Europe, the Middle East, Africa, and the Asia-Pacific Japan regions, enabling close proximity to both our customers and partners. The team operates with a highly collaborative mindset, partnering closely with our core account executives and account SE’s, Cloud native sales specialists, Cloud native Specialist SE’s, Partner and OEM Alliances Channel sales, Product Management, marketing and customer success.
- Mission-Driven and Customer-Centric: Above all, the team is united by a shared mission: helping customers modernize applications, simplify operations, and accelerate digital transformation. The Cloud Native team works directly with customers ranging from Fortune 100 enterprises to digital-native startups, helping them navigate the complexity of containerization, multi-cloud architecture, and application modernization.
- Supportive Leadership & Culture: You’ll be joining a group that values humility, transparency, and accountability. Leaders within the Cloud Native business are highly accessible and invested in professional development, mentorship, and team-based success. Nutanix’s core values of Hungry, Humble, Honest, with Heart are not just words — they form the cultural DNA of this high-performing team.
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Your Role
Your role will be a regional matrix sales leader role where you will be responsible for the strategy, GTM plan, partnership with channel and alliances, and you will be measured against pipeline and bookings targets, as well as adoption measured by Gross Retention Rate for the EMEA / APJ region.
- Own the regional sales number, revenue targets, and sales projections for the Cloud Native portfolio.
- Execute the GTM plan to grow the Cloud Native business across EMEA and APJ.
- Complete the hiring of the best Cloud Native sellers from the market and support the hiring of the market's best pre-sales resources.
- Lead a team of highly skilled, seasoned sales specialists focused on enterprise, commercial, and public sector accounts across EMEA / APJ.
- Orchestrate large, complex deal structures with competitive knowledge, use case strategies, and expansion opportunities.
- Collaborate with Ecosystem teams to build an ecosystem plan with existing and new partners, OEMs, and selected GSIs as a force multiplier for the business in the region.
- Act as an industry ambassador by representing Nutanix at events and engaging with analysts to enhance brand recognition and market positioning.
- Partner with Revenue Enablement to implement a comprehensive enablement plan for sales and technical resources.
- Coach and develop the team in sales methodology, tactics, and process rigor: business requirement discovery, opportunity qualification, win/loss analysis, systems & tools, etc.
- Foster a winning culture in the Cloud Native organization focused on developing top talent and driving performance excellence.
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What You Will Bring
- 10+ years of sales and/or business development experience with a successful track record in quota-carrying roles in a fast-paced, highly competitive sales environment.
- 5+ years of experience in high-level sales leadership and team management in a matrixed organization, leveraging the regional sales and pre-sales workforce as well as Alliances and Channel partners.
- Deep expertise in Cloud Native technologies, particularly Kubernetes, containers, and microservices, as well as broader cloud technology.
- Proven ability to negotiate complex deals with large clients, including complex terms, conditions, and price pressures, and to drive product adoption.
- Strong understanding of go-to-market strategies and experience in executing successful GTM plans across multiple countries/cultures within EMEA and/or APJ.
- Excellent communication and interpersonal skills to collaborate effectively across organizational levels.
- You are a humble leader with a bias for action and an entrepreneurial mindset focusing on teamwork, results, and continuous improvement.
- You are a self-starter who takes initiative, works with limited direction, and has experience with companies pursuing and undergoing rapid growth.
- Bachelor's Degree required; MBA preferred.
- Ability to travel up to 50% (domestic and international).
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