Software Sales Specialist

Software Sales Specialist

Hungry, Humble, Honest, with Heart.

About Nutanix

Nutanix is disrupting the multi-billion-dollar enterprise data center market by pioneering an enterprise cloud platform that leverages web-scale engineering and consumer-grade design to natively converge compute, virtualization and storage into a resilient, software-defined solution with rich machine intelligence. Our vision is to make infrastructure invisible, so IT can focus on the applications and services that power their business.

The Opportunity

The Software Sales Specialist is a senior, customer-facing individual contributor who drives revenue growth through consultative, value-based selling, renewals, and expansion. As a strategic advisor and subject-matter expert, you shape complex customer engagements to accelerate revenue, protect pricing, and unlock new growth.

What You'll Be Doing

• Drive revenue: Identify and prioritize target accounts and opportunities for Enterprise Agreements and long-term expansion.

• Close deals: Lead pricing and deal strategy to increase deal size, win rate, and margin discipline.

• Present value: Own and deliver executive-level financial analyses (TCO, ROI, NPV, business cases) to senior customer stakeholders to clearly articulate Nutanix's economic value versus alternatives.

• Execute deal strategy: Partner with account executives and software specialists to capture Enterprise Agreements, renewals, and cross-sell opportunities.

• Create commercial solutions: Design and refine Enterprise Purchase Agreements and financial models that align customer objectives while maximizing Nutanix revenue and margin.

• Standardize value selling: Drive consistent use of TCO/ROI frameworks and repeatable business-case templates across customer engagements.

• Advise field teams: Collaborate with and advise field teams on positioning the full Nutanix stack, financial value selling, purchasing frameworks, and financing options.

• Influence field strategy: Partner with sales leadership to assess customer environments and align commercial strategy to technical roadmaps and transformation goals.

• Build executive relationships: Develop senior customer contacts to expand accounts, improve conversion, and increase retention and net revenue retention (NRR).

• Productize growth: Surface and advocate new offers, packaging, and finance programs that unlock incremental revenue.

Success metrics

• Revenue growth, deal size, and quota attainment

• Renewal and expansion rates, NRR

• Pricing discipline and margin outcomes

• Forecast accuracy and business-case adoption

• Cross-functional collaboration and influence

What You Will Bring

• Proven enterprise software sales experience with a focus on deal strategy, pricing, and value-based selling

• Strong financial modeling (TCO/ROI/NPV) and executive presentation skills

• Experience managing and executing complex, high-value sales cycles as a specialty sales professional

• Track record of driving renewals, expansions, and large commercial agreements

We offer an industry best benefit package including 100% paid company health insurance as well as other very robust benefits, see more here

The pay range for this position at commencement of employment is expected to be between $268,000 to $402,000 per year; however, base 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.

We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting View email address on click.appcast.io.