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.

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

• 2–4 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