Channel Systems Engineer

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.