Jelaine Doncaster

Evaluator
DISC Type : cds

Head of Channel Sales - ANZ at Nutanix

Greater Brisbane Area, Australia

Overview

Jelaine Doncaster is a seasoned sales leader with over 20 years of experience, currently serving as the Head of Channel Sales for ANZ at Nutanix. Her career, built on the partner side at companies like SoftwareONE and Data#3, is focused on empathetic leadership and driving growth. Colleagues describe her as driven yet compassionate.

Originally, Jelaine pursued a career in the arts, earning a Bachelor of Arts in Drama with a major in Arts Administration from QUT. Her initial ambition was to run a theatre, a background that has provided her with unique communication and leadership skills now applied to the technology sector.

Unique fact: She holds a degree in Drama and initially wanted to run a theatre, not work in IT.

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Channel Empowerment
Her entire career has been on the partner side. She frequently speaks about understanding partner challenges, de-risking their business, and providing robust enablement and training.
Empathetic Leadership
Described as "driven yet compassionate, " she emphasizes empathy and focuses on helping both customers and employees achieve their full potential.
Navigating Uncertainty
She has spoken about the need to double down on partner support and listen better during times of market uncertainty to ensure campaigns are effective.

Media Appearances

Nutanix's Jelaine Doncaster on bringing MSP knowledge to vendor land. Featured in ARNnet

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Nutanix hires Jelaine Doncaster as ANZ channel chief. Featured in TechPartner.News

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Nutanix appoints Jelaine Doncaster to lead A/NZ channel. Featured in Intelligent CIO

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Work History

1-2024
Head of Channel Sales - ANZ at Nutanix
8-2022 - 8-2023
Country Managing Director Australia & New Zealand at SoftwareONE
7-2015 - 8-2022
General Manager, Software Solutions at Data#3
10-2011 - 6-2015
National Sales Manager, Software Solutions at Data#3
2-2003 - 10-2011
Manager, Licensing Solutions Qld at Data#3

Education

1989 - 1992
Bachelor of Arts - Drama (Arts Administration) from QUT (Queensland University of Technology)
2009 - 2011
Diploma of Management from Sunshine Coast Institute of TAFE

More Information

Social Presence :

Prographics :

Exp : 31 Location : Greater Brisbane Area, Australia Job Level : Mid-senior Designation : Head of Channel Sales - ANZ at Nutanix
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Insights For Selling To Jelaine

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jelaine is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Jelaine

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Jelaine move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Jelaine take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Jelaine

Personality Compatibility


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