Nutanix

Hungry, Humble, Honest, with Heart.

The Opportunity

Are you a skilled communicator with a strong technical aptitude and experience in managing partners and/or partner programs? If so, you will thrive in our dynamic team environment where you'll have the opportunity to lead our Technology Alliance Partner Program, collaborating with cross-functional teams to drive strategic partnerships that scales our technology partner ecosystem, enhances our product offerings and grows our market reach.

About the Team

The Nutanix Technology Alliance Partner Program Manager will join a dynamic and collaborative team at Nutanix, focused on enhancing the company's technology partnerships of both ISVs and OEMs. Based in the United States and Bangalore, this team is dedicated to driving innovation and delivering value through strategic alliances with Independent Software Vendors (ISVs) and select hardware companies. The culture within the team emphasizes teamwork, cross-functional collaboration, and a commitment to excellence, as they work towards the mission of creating seamless integrations that empower customers and elevate the Nutanix platform.

You will report to the Business Development Director, who fosters a supportive and inclusive leadership style, encouraging team members to take initiative and engage in open communication. The work setup for this role is hybrid, requiring the hire to be in the Bangalore, India office for two days each week, facilitating collaboration with peers and partners while allowing flexibility for remote work.

There are no specific travel requirements for this role; however, occasional travel may arise depending on partnership meetings and strategic discussions. The emphasis will be on developing strong relationships and executing partner programs effectively from the Bangalore office.

Your Role

• Manage the technology partner program, including onboarding and contract negotiations with new partners.
• Collaborate with legal, product management, and compatibility testing teams to ensure partner software aligns with company standards.
• Lead go-to-market strategies for key partners, focusing on maximizing ROI from top partnerships.
• Automate processes related to partner onboarding and legal agreements in collaboration with relevant teams.
• Engage with cross-functional teams to gather requirements and provide support for partner integration.
• Evaluate potential partnerships and make informed decisions based on technical use cases and company policies.
• Foster effective communication and collaboration between partner teams and internal stakeholders.
• Set clear performance metrics and objectives for the first year to measure partnership success and program efficiency.

What You Will Bring

• 10 years in partner management and/or partner program management.
• Bachelor's Degree required. MBA from tier1/tier2 University/College strongly desired.
• Strong technical aptitude with the ability to understand and communicate Nutanix product details, Partner product details and partner use cases.
• Experience in managing partnerships or sales operations, ideally within technology or software industries.
• Excellent communication and interpersonal skills for effective stakeholder engagement.
• Proven ability to work collaboratively across multidisciplinary teams and organizational lines.
• Familiarity with CRM tools, especially Salesforce.com, for partner onboarding and management.
• Negotiation skills to work with legal teams and partners on contract agreements.
• Experience with technology partner programs and go-to-market strategies.
• Ability to automate processes in collaboration with engineering and legal teams.

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 of 2 - 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.