Durham, North Carolina
17 hours ago
Territory Inside Account Executive

Hungry, Humble, Honest, with Heart.

 

The Opportunity

We are seeking a results-driven Territory Inside Account Executive to accelerate revenue growth within a defined geographic territory. This high-impact role demands a strong hunter mentality, exceptional organizational skills, and the ability to manage a high volume of sales activity (50–80 active opportunities) through the full sales cycle.

You will be responsible for generating and closing pipeline, developing relationships with customers and channel partners, and achieving a sales quota split 50% individual / 50% team. A deep understanding of the channel partner ecosystem is critical to success in this role, as is the ability to drive outbound activity and build territory plans. The ideal candidate is self-motivated, highly organized, and thrives in a fast-paced, metrics-driven environment.

 

About the Team

At Nutanix, the Territory Inside Sales team is a dynamic group of 14 representatives and 2 managers dedicated to driving success through a supportive and collaborative culture. Team members work closely together to share best practices, celebrate successes, and help one another navigate challenges, fostering an inclusive environment where everyone's contributions are valued.

You will report to the Manager Inside Sales Americas, who emphasizes mentorship and professional growth within the team. Our work setup is hybrid, with team members required to come into the office three times a week to facilitate collaboration and maintain strong connections among teammates. Additionally, there will be occasional travel involved, approximately 15% of the time, allowing for face-to-face interactions with clients and industry partners.

 

Your Role

Pipeline GenerationBuild and maintain a strong, qualified sales pipeline with 3x–5x quota coverageCollaborate with partners on account mapping and co-branded demand generation campaignsWork with marketing to follow up on inbound leads and convert them into sales-qualified opportunitiesProspecting (Inbound & Outbound)Manage deal registration flow and collaborate with partners on early-stage opportunity qualificationEnable the partner community to strategically position Nutanix to their customer base and support joint-selling motionsExecute a structured weekly and monthly prospecting plan to consistently hit pipeline and quota targetsResearch, identify, and engage new business opportunities within the assigned territoryLeverage frameworks like BANT or CHAMP to qualify both inbound and outbound leadsRapidly respond to inbound interest and follow up on marketing-generated leadsSchedule and conduct discovery calls, product demos, and proposal reviews as needed to advance dealsUse outbound channels—cold calls, emails, LinkedIn, events—to proactively engage prospects and partnersSales ExecutionDeliver high-impact virtual sales presentations and demos to showcase Nutanix valueWhen necessary, conduct face-to-face meetings with prospects, customers, and partnersDevelop tailored proposals aligned to customer needs and pain pointsClose business to meet or exceed monthly and quarterly individual sales targetsPartner with field sales, engineers, and customer success teams to support complex opportunitiesForecasting & Pipeline ManagementMaintain accurate CRM data for all leads, accounts, and opportunitiesSubmit timely and accurate pipeline forecasts with >80% accuracyMonitor pipeline stages and take proactive action to avoid deal slippageAnalyze win/loss patterns and adjust strategies as needed to improve performanceTerritory Planning & Account ManagementAnalyze market trends and customer segments within the assigned territoryDevelop and execute account segmentation and territory sales plansGrow relationships with existing accounts and identify upsell/cross-sell opportunitiesPartner with customer success to support account renewals and expansionProvide regular reporting on territory performance, including activities and account engagementCollaboration & ReportingAlign closely with field sales, marketing, customer success, and partner managersShare performance metrics and territory insights in weekly reporting and team meetingsGather and relay feedback from customers and partners to internal stakeholders

 

What You Will Bring

2–4 years of experience in inside sales, business development, or telesales (B2B preferred)Proven track record of building pipeline and exceeding quotas in a high-volume sales roleExperience managing 50–80 open opportunities at any given timeStrong understanding of channel partner sales motions and deal registration processesProficient in CRM systems (Salesforce preferred) and tools like LinkedIn Sales Navigator, ZoomInfo, OutreachExcellent verbal and written communication skills, with a consultative and solutions-oriented approachHighly organized, goal-driven, and resilient in a fast-paced, quota-carrying environmentBachelor's degree in Business, Marketing, or a related field preferred

 

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 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.

 

The pay range for this position at commencement of employment is expected to be between USD $ 28.87 and USD $ 57.75 per hour.

However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith.

 

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