Job Description

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 Advisory 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.
• Collaborate with partners to identify prospective customers and/or product capability assessment and validation as it applies to the technical sales process.
• Collaborate with the marketing  and  events  team  to  create  any  partner-facing documents for go-to-market solutions
• 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 solutions according 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
• Subject matter expertise  in  one  or  more  relevant  technology  disciplines  to  establish credibility with technical leaders.
• Create and execute strategic business plans with channel partners.
• Participate in leadership meetings to influence products and solutions.
• Create training material for broader knowledge sharing and best practices.

What You’ll Bring

• 10+ years of experience in a  customer-facing  technical  role  with  6  to  8  years’ experience as a Presales Engineer.
• 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   centre   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%.

Meet the Hiring Manager – Craig Menzies (https://www.linkedin.com/in/craigianmenzies/)

• Craig joined Nutanix five years ago, he came here for a long list of reasons but the most compelling was the strategic direction the company was taking; my personal investment was for the long term, and he could see how Nutanix was investing in the building the platform we now have today.
• Prior experiences include roles at Splunk, where he realized the power of platforms, NetApp, where he learned the importance of culture, and EMC, where he honed his selling skills.
• His biggest personal win is his role as a parent, while professionally, he loves innovating and working in places that allow him to do this.
• When hiring, Craig looks for candidates who are passionate technology evangelists, builders of better solutions, and advocates for innovation, all contributing to a progressive and energized team.