Nutanix

Senior SLED Capture Specialist & Contract Strategy Lead

1740 Technology Drive, San Jose, CA 95110

On-site · $135k–$270k (as posted)

First seen by offpeak October 5, 2026

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Hungry, Humble, Honest, with Heart

Senior SLED Capture Specialist & Contract Strategy Lead

The SLED Capture Specialist leads internal capture strategy, funding alignment, contract governance, and deal orchestration for large, strategic State, Local, and Education (K–12 / Higher Ed) opportunities. Operating as an internal strategist and deal quarterback, this role bridges policy, funding mechanisms, operational workflows, and solution strategy to enable account teams and materially increase win probability across complex, procurement-driven markets.

Internal Capture Strategy & Deal Orchestration

End-to-End Capture Planning: Drive internal capture strategy and operational execution for complex statewide initiatives—including healthcare systems, statewide cloud, data modernization, and education consortia—from early opportunity structuring through award.
eRate Strategy & Alignment (K–12): Develop and execute an internal eRate capture framework. Partner with sales, product teams, and channel partners to define solution positioning, funding alignment, and competitive differentiation for district and statewide eRate opportunities.
Internal Deal Quarterback: 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

Lobbyist & Policy Coordination: 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.
Economic & Architecture Alignment: Collaborate with Cloud Economists and Product/Solutions Specialists to model TCO, ROI, consumption structures, and solution architectures aligned to customer buying centers and funding constraints.
Architectural Enablement: 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

Contract Strategy & Negotiation Support: Expertly structure, review, and negotiate complex multi-party agreements, vendor terms, and supplier models in alignment with organizational policies, strategic pricing, and regulatory compliance.
RFP & Catalog Management: Oversee contract pricing catalogs, integrate new product introductions, and ensure competitive positioning across active public sector contract vehicles.
Risk & Operational Management: Balance risk mitigation with business objectives. Streamline cross-functional workflows between pricing, channel, legal, and operational groups to ensure contract execution deadlines are met.
Partner & Channel Alignment: Enable partner ecosystems (GSIs, SIs, OEMs) by establishing clear teaming strategies, win themes, and fulfillment paths behind the scenes.

Capture Rigor & Governance

Governance Discipline: Drive milestone-based capture reviews, risk assessments, and executive readouts, applying federal-grade capture discipline to internal SLED processes.
Operational Excellence: Foster cross-group alignment, build compliance workflows, and conduct internal training programs for sales teams regarding SLED contract execution.

Performance 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
On-time execution, operational compliance, and vehicle maintenance for SLED contracts

What You'll Bring

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.

The pay range for this position at commencement of employment is expected to be between USD $135,000 and USD $270,000 per year. 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. Remote: 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.

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