Hungry, Humble, Honest, with Heart
The Opportunity
As a Partner Revenue Enablement Manager (Distribution & Service Providers), you will lead Nutanix's enablement strategy for our Scale engines. You will focus on empowering our Global Distributors, Aggregators, and Service Provider (xSP/MSP) partners to drive volume and recurring revenue. You will enable both external partner teams and the internal Channel Sales Managers who manage them, ensuring the ecosystem is equipped to quote, sell, and deliver Nutanix solutions at scale.
Your Role
Partner Revenue Enablement Manager
- Strategy: Design and own the enablement strategy for Distributors and Service Providers. Focus on high-velocity sales motions for Distribution and as-a-service consumption models for Service Providers.
- Scale: Develop one-to-many enablement programs that allow Distributors to effectively recruit, onboard, and train the long-tail of Resellers on behalf of Nutanix.
- Internal Alignment: Collaborate with Channel Sales, Distribution Managers, and Service Provider Sales teams to align enablement with GTM priorities (e.g., driving autonomy in the channel).
- Service Provider Focus: Create specialized enablement paths for MSPs/xSPs that address their unique business models (MRR/ARR, SLAs, multi-tenancy) and technical integration needs.
- Operational Excellence: Support Distributors in mastering the operational side of the partnership (quoting tools, renewals, deal registration) to remove friction from the sales cycle.
Implementation
- Content Creation: Design and execute content strategies tailored to 2-tier distribution and managed services. This includes campaign-in-a-box assets for Distributors and technical service catalog guides for SPs.
- Train-the-Trainer: Implement programs that empower Distributor solution architects and business development managers to become extensions of the Nutanix training team.
- Digital-First Delivery: Leverage LMS, partner portals, and webinars to deliver scalable, always-on enablement to a global audience.
Measurement
- Establish and track OKRs focused on partner autonomy, certification breadth within Distribution, and active partner growth metrics.
- Analyze performance data to identify gaps in the 2-tier sales motion and optimize programs for better reach and revenue impact.
What You Will Bring
- 5+ years of experience in partner sales or enablement, with a specific focus on Distribution (2-Tier model) and/or Service Providers (MSPs, CSPs).
- Deep understanding of Distribution dynamics (inventory, credit, quoting, aggregators) and Service Provider business models (subscription selling, managed services, cloud economics).
- Proven success designing scalable enablement programs that reach thousands of sellers rather than just a select few.
- Experience enabling internal teams on how to leverage Distribution as a force multiplier.
- Technical familiarity with cloud technologies, virtualization, and how these fit into a Managed Services portfolio.
- Excellent communication skills, capable of simplifying complex technologies into high-velocity sales pitches.
- Data-driven mindset with experience using LMS data and partner portal analytics to measure engagement.
- Bachelor's degree or equivalent experience.
