Hungry, Humble, Honest, with Heart.
The Opportunity
Do you love discovering customers’ business challenges and crafting unique solutions for them? Are you ready for an opportunity to transform the way companies work? If you have a passion for Enterprise Cloud Technology and a knack for helping customers understand them; we want to talk to you!
Nutanix (NTNX) is looking for a driven and passionate Senior Systems Engineer -Channel (SE)which is a technical field pre-sales/ enablement position that serves as the lead advocate for our Partner Presales Systems Engineers & Solution Architects. You will be responsible for driving channel technical enablement initiatives and creating content to ensure our partners are able to perform all the functions that a Nutanix Systems Engineer does, including product demonstrations and executing Proofs of Concept (POC). You will be tasked with creating and delivering compelling sales and technical training, building trust as a resource both internally and externally, all while identifying and driving initiatives to strengthen our partners’ offerings and ensure continual growth.
Systems Engineering at Nutanix
Our Systems Engineering & Solution Sales organization is made up of 800+ customer-focused technical sales professionals who are responsible for identifying and matching technology opportunities with the customer’s business issues and objectives, as well as channel partner training and enablement. This team also acts in a consultative fashion and is looked to as an expert in their field by the Nutanix sales, customer success, business partners, and customers.
Your Role
-
Be a crucial member of the Channel SE team helping Nutanix partners be successful with Nutanix portfolio and solutions
-
Build long term business relationships and be seen and treated by Nutanix channel partners as a trusted and valued resource;
-
Collaborate with partners to identify prospective customers and/or product capability assessment and validation as it applies to the technical sales process;
-
Create and deliver technical product presentations and/or training sessions to large groups of partners and/or customers;
-
Collaborate with marketing and events team to create any partner facing documents for go-to-market solutions
-
Collaborate with the channel sales and field marketing to plan, deliver and manage effective demand generation campaigns with partners.
-
Participate in technical events together with partners - conferences, meet-ups, blogs, and more
-
Invest time and effort to understand new technologies to help our partners adapt their solutions and integrate your knowledge into their efforts
-
Learn new skills and grow in your career while contributing to learning back to others in the Channel SE team ad well as our partners technical team, so we can all grow and thrive together
-
Partner with channel sales and field marketing to plan, deliver and manage effective demand generation campaigns with partners.
-
Participate in technical events together with partners -conferences, meet-ups, blogs, and more
-
Navigate & build long-term relationships with channel partners and be seen and treated as a trusted & valued resource
-
Size and configure Nutanix solutionsaccording to customer’s unique needs
-
Partner with the sales team to assist in drafting proposals; recommend and design customer solutions
-
Provide enablement & training resources to equip them to drive sales independently. Support partners who progress deals autonomously by reviewing Bill of Materials (BOMs), helping the partner prepare for presentations, and advising on solutions
-
Work with the Nutanix Regional SE Manager to drive field pre-and post-sales alignment and engagement with partners.
-
Invest time and effort to learn new technologies to help our partners adapt their solutions and integrate your knowledge into their efforts
-
Manage complex, strategic partners and GSIs, and manage larger sales transactions
-
Subject matter expertise in one or more relevant technology disciplines to establish credibility with technical leaders
What You’ll Bring
-
You have 8 to 12 years prior Channel/Sales Engineering or Reseller experience in a high-tech sales environment with a demonstrated track record of success in driving customer adoption of technology
-
Bachelor’s Degree,and working knowledge of Information Technology,or equivalent experience
-
Familiarity working with Channel partners and having good knowledge of a channel-centric market approach
-
Demonstrated ability to develop and use engaging, informative, and compelling presentation methodologies and drive overall channel technical enablement plan for the region
-
Ability to motivate, train and conduct seminars within partners to exceed revenue targets
-
Ability to be an excellent partner with technical resources at all levels of a partner organization.
-
Excellent communication (written and verbal) skills and ability to communicate professionally with partners, customers, and internal cross-functional teams including Sales, Marketing, and Engineering
-
A structured thinker with excellent presentation and problem-solving skills
-
Self-starter, with excellent time management & organizational skills
-
A desire to learn and be challenged, and continuously strive for excellence
-
Presales experience in data center and cloud technologies such as storage, virtualization, and automation frameworks with a solid level of expertise in technical specifications to sell Nutanix products and services
-
Ability to provide mentorship for new hires and peer colleagues.
-
Willing to travel across the region up to 50%.
Technologies we regularly use include:
-
Cloud hyper-scaler technologies like Nutanix HCI, etc
-
Infrastructure and platform observability like PRISM, etc
-
Storage platforms – block, file, object storages
-
Cloud native/containers – K8s, Openshift
-
VDI – Accops, Citrix, Horizon
-
Hypervisor Experience: VMware ESXi, MSFT Hyper-V, RH KVM
-
Third-Party Backup: Veeam, HYCU, Rubrik, or Cohesity (these would be nice-to-haves)
-
Basic Networking operations/design
-
Security: Nutanix AOS design, Nutanix Security Certifications, Flow
-
Database Platforms: Oracle, MySQL, SQL Server, PostgreSQL, MongoDB. basic understanding of DBs, queries, transaction logging, backup and recovery
Work Arrangement
Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. In locations where our workplace policy applies (i.e. San Jose, Durham, Mexico City, Bangalore, Pune, Hoofddorp, Belgrade, Barcelona, Singapore, Sydney and Tokyo), employees are expected to work onsite a minimum of 3 days per week to foster collaboration, team alignment, and access to in-office resources. Workplace type may vary based on location and team requirements. Please speak with your recruiter for details. Additional team-specific guidance and norms will be provided by your manager.
