Channel Acceleration Associate

Channel Acceleration Associate

Nutanix is looking for a Channel Acceleration Associate to embed directly within our key reseller partners across the United States. This is a hybrid role that sits at the intersection of channel management and inside sales designed for an early-career sales professional who thrives in dynamic, high-energy team environments and has a natural talent for influence without authority. You will be physically co-located with our partners inside sales teams, working side by side with reps who sell hundreds of technology brands every day. Your mission is simple but high impact: make Nutanix their first call. You will build genuine relationships, champion Nutanix solutions, and bring the full weight of the Nutanix ecosystem to bear on every qualified opportunity all while owning the performance of the partner team against a defined customer segment. This role is ideal for someone who is competitive, resourceful, and energized by being on the floor not behind a desk. You'll serve as the face of Nutanix inside the partner, and the connective tissue between the partner's sales motion and ours.

About Your Role

Partner Engagement & Mindshare Building

• Establish a consistent, trusted presence within assigned reseller partner locations, becoming a go-to resource for Nutanix-related conversations.
• Build deep relationships with partner inside sales reps, team leads, and sales managers to drive preference for Nutanix across competitive situations.
• Deliver informal trainings, lunch-and-learns, and desk-side enablement sessions to keep the Nutanix value proposition top of mind.
• Execute mindshare-building programs such as SPIFF awareness, competitive positioning sessions, and co-selling incentive campaigns.

Segment Ownership Defined Customer Segment

• Take ownership of the partner team's overall performance against a defined customer segment, tracking coverage, activity levels, and revenue trends across the full account set not just individual deals.
• Work alongside the partner's inside sales team to set priorities, identify white space, and ensure the segment is being worked consistently and with Nutanix at the forefront.
• Analyze team performance data to surface gaps in coverage or engagement and develop action plans in coordination with partner management to address them.
• Hold regular cadence reviews with partner team leads to assess segment health, celebrate wins, course-correct on lagging areas, and align on near-term focus.

Sales Support & Deal Acceleration

• Support partners on active Nutanix deals from positioning and quoting assistance to navigating deal registration and partner programs.
• Serve as the primary point of escalation for partner reps who need Nutanix technical, commercial, or competitive support.
• Coordinate with Nutanix field sales, solutions engineering, and channel teams to bring the right resources to the right opportunities at the right time.
• Track and report on partner pipeline, win rates, and engagement metrics on a regular cadence.

Cross-Functional Collaboration

• Act as the communication bridge between the partner's sales floor and Nutanix's channel, field, and marketing organizations.
• Coordinate partner participation in Nutanix campaigns, product launches, and demand generation activities.
• Provide field feedback to Nutanix channel leadership on partner sentiment, competitive dynamics, and sales blockers.

What You Will Bring

Required

• 24 years of experience in IT or technology sales (inside sales, channel sales, or similar).
• Demonstrated ability to build relationships and influence peers in a team-selling or co-selling environment.
• Strong understanding of technology sales cycles, including deal registration, quoting, and pipeline management.
• Confident communicator comfortable presenting to a room of partner reps or running one-on-one coaching conversations.
• Self-starter with strong time management skills; able to set your own agenda and operate effectively with minimal oversight.
• Proficiency with CRM tools (Salesforce preferred) and standard sales productivity platforms.
• Willingness to be on-site at partner locations on a schedule defined by management, with flexibility for travel as needed.

Preferred

• Prior experience working within or alongside a channel partner (VAR, distributor, MSP) environment.
• Familiarity with Nutanix, hyperconverged infrastructure (HCI), cloud, or data center technologies.
• Experience managing a defined book of business, customer segment, or territory with a revenue quota.
• Spanish language skills a plus for markets where applicable