Distribution Sales Manager

Are you an experienced distribution and channel management professional with a strong network in the German market, exceptional negotiation skills, and a track record of exceeding sales and revenue targets? If so, you will thrive in our dynamic team at Nutanix, where you will have the opportunity to drive strategic growth across Germany while collaborating with a passionate team dedicated to building relationships with key distributors, resellers, Value-Added Resellers, and

Managed Service Providers, and achieving ambitious objectives through a robust channel ecosystem.

The Distribution Sales Manager will be part of the Nutanix Channel and Ecosystems team in Germany, which is focused on building and enhancing relationships with strategic distributors and partners across the country. This team cultivates a collaborative and growth-oriented culture, with a mission to achieve common objectives through strategic partnerships, to leverage the indirect sales channel to drive revenue growth, and to ensure Nutanix maintains a strong presence in the competitive German IT distribution landscape.

You will report to the Director of Channel and Ecosystems, who is known for an open-minded leadership style that emphasizes people development and collaboration across various departments.

• Achieve and exceed sales and revenue targets by managing and optimizing distributor and partner performance in Germany.
• Select, onboard, and support distributors, resellers, VARs, and MSPs to strengthen Nutanix's indirect sales engine.
• Develop and execute sales strategies via indirect channels, ensuring pipeline generation and accurate forecasting.
• Execute partner programs, trainings, and certifications to enable and scale distributor and partner success.
• Build and maintain strong relationships with distributors and partners at all levels, acting as the trusted interface between Nutanix and its channel ecosystem on sales, technical, and strategic matters.
• Drive budget planning and goal alignment with partners to ensure sustainable growth.
• Develop and implement joint go-to-market and marketing initiatives, supporting product launches, updates, and new offerings.
• Provide on-site support during distributor and partner events, while strengthening alignment with sales teams.
• Conduct competitive and market analyses specific to Germany, leveraging insights to refine strategies and provide valuable feedback loops for product development.
• Collaborate closely with internal stakeholders and regional leadership to align objectives and maximize performance across the German market.

• At least 5 years of experience in distribution and channel management, with proven success in achieving sales and revenue targets.
• Fluency in German and English; additional language skills are a plus.
• Strong financial knowledge and understanding of the distribution engine.
• Proficiency in Salesforce and familiarity with reporting tools such as Tableau.
• Excellent negotiation, influencing, and presentation skills.
• Ability to structure and manage strategic channel plans in collaboration with partners.
• Experience in executing partner enablement programs, trainings, and certifications.
• Demonstrated success in building trusted relationships with distributors and resellers across a complex ecosystem.
• Familiarity with the competitive landscape and established networks with targeted partners in the German market.

This position is primarily remote. There is no specific in-office requirement, however, there may be circumstances where you may be required to come into a local office for a specific purpose, and/or to travel to other locations based on business needs.

The detailed work arrangement for this role will be discussed with the hiring manager.