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Salary: USD 135,000 - 270,000 / annual
Nutanix is seeking a Senior SLED Capture Specialist & Contract Strategy Lead to drive internal capture strategy, funding alignment, contract governance, and deal orchestration for large, strategic State, Local, and Education (K–12 / Higher Ed) opportunities. This role operates as an internal strategist and deal quarterback, bridging policy, funding mechanisms, operational workflows, and solution strategy to enable account teams and increase win probability across complex, procurement-driven markets.
Key Responsibilities:
Internal Capture Strategy & Deal Orchestration: Drive end-to-end capture planning for complex statewide initiatives including healthcare systems, statewide cloud, data modernization, and education consortia from early opportunity structuring through award. Develop and execute an internal eRate capture framework for K–12 opportunities, partnering with sales, product teams, and channel partners to define solution positioning, funding alignment, and competitive differentiation. Serve as the single-threaded owner coordinating internal account teams, Regional Directors, Account Executives, partner managers, and executive leadership around high-value priority pursuits.
Funding, Policy & Solution Positioning: Collaborate directly with state and federal lobbyists to track budget earmarks, appropriations strategy, and policy timing to help internal teams shape strategy prior to RFP release. Work with Cloud Economists and Product/Solutions Specialists to model TCO, ROI, consumption structures, and solution architectures aligned to customer buying centers and funding constraints. Leverage technical acumen across modern architectures (Data, AI, and Edge-to-Cloud) to guide internal teams on scalable, compliant, and differentiated solution strategies.
Contract Governance, RFP & Operational Leadership: Structure, review, and negotiate complex multi-party agreements, vendor terms, and supplier models in alignment with organizational policies, strategic pricing, and regulatory compliance. Oversee contract pricing catalogs, integrate new product introductions, and ensure competitive positioning across active public sector contract vehicles. Balance risk mitigation with business objectives while streamlining cross-functional workflows between pricing, channel, legal, and operational groups to ensure contract execution deadlines are met. Enable partner ecosystems (GSIs, SIs, OEMs) by establishing clear teaming strategies, win themes, and fulfillment paths.
Capture Rigor & Governance: Drive milestone-based capture reviews, risk assessments, and executive readouts, applying federal-grade capture discipline to internal SLED processes. Foster cross-group alignment, build compliance workflows, and conduct internal training programs for sales teams regarding SLED contract execution.
Success Metrics: Funded pipeline creation and quality of influenced pipeline, win rates on targeted strategic capture efforts, conversion rate of identified funding mechanisms to closed deals, and on-time execution and operational compliance for SLED contracts.
Requirements:
- Proven track record in internal SLED capture management, sales operations, and contract negotiation support
- Deep expertise in public sector procurement processes, eRate funding mechanics, and legislative/appropriations cycles
- Strong technical foundation across Edge-to-Cloud architectures, hybrid cloud solutions, and data governance
- Demonstrated ability to orchestrate cross-functional internal teams, manage multi-stakeholder workflows, and drive operational discipline
