Federal Sales Rep at Nutanix
Washington, DC, US

Nutanix is a cloud computing software company that sells hyper-converged infrastructure appliances and software-defined storage. We were founded in 2009 and have been a publicly held company since 2016. We were named 2018 Gartner Magic Quadrant for Hyper-Converged Systems.  

Nutanix is the right fit for you if you are passionate about technology, creative, and accomplished in your growing career. We pride ourselves on our encouraging culture where you learn from failures, pick yourself back up and become the best version of yourself. Nutanix offers several opportunities to participate in professional development and learning, fostering an inspiring environment. We believe in not only supporting you, but also your families through fully-paid healthcare plans, equity, and other financial tools and wellness programs.  

Job Summary  

Nutanix is looking for a Federal Account Manager for the DC area. As a Federal Account Manager, you are responsible for selling Nutanix’s Products and Solutions through Channel Partners and interacting directly with customers in the region. You will be working closely with a Sales Engineer in the same field and territory.  


Essential to success in this role is a keen ability develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Nutanix provides extraordinary support and tools from the Engineering, Marketing, and Product Development departments for you to utilize to exceed sales performance goals. In this position you would be working very closely the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.  

  • Use relationship management techniques to develop selling opportunities within partner organizations; acquire new divisions and organizations within assigned partner account; develop new selling relationships within assigned partner account; develop new direct selling opportunities.  
  • Schedule and attend sales call appointments with a prospect in partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.  
  • Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.  
  • Respond to RFP's and follow up with prospects.  
  • Develop an account plan to sell to customers based on their business requirements.  
  • Build and strengthen the business relationship with current accounts and new prospects.  
  • Recommend marketing strategies.  
  • Provide status information to your Manager including forecast/pipeline information.  
  • Provide, or facilitate training opportunities for your accounts.  
  • Identify Nutanix customer references that can be utilized when reference selling.  
  • Provide product feedback back to engineering to improve Nutanix complete block solutions.  


  • Strong verbal and written communications skills including presentation skills.  
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.  
  • Experience with target account selling, solution selling, and/or consultative sales techniques.  
  • An aptitude for understanding how technology products and solutions solve business problems as well as the competitive landscape.  
  • Ability to communicate with senior managers about their business challenges and Nutanix data management storage solutions.  
  • Experience using SFDC and other CRM software.  
  • Track record of exceeding assigned sales quotas in contiguous, multiple years.  

Qualifications and Experience:  

  • 3 to 10 years of sales experience preferred.  
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.  
  • Bachelor’s Degree or equivalent experience.