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Senior Channel Systems Engineer

2 months ago

Durham, North Carolina, United States Nutanix Full time

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 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.
  • Manage complex, strategic partners and GSIs, and manage larger sales transactions
  • Create and deliver technical product presentations to channel partners, provide technical guidance, and access to the right information to win opportunities. On select large opportunities, drive sales motions with the channel partners (e.g., attend sales call, conduct demo)
  • Subject matter expertise in one or more relevant technology disciplines to establish credibility with technical leaders

What You'll Bring

  • 5+ years of experience in a customer-facing technical role with 5+ 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 datacenter 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.
  • Familiarity with container and container orchestration technologies like Docker and Kubernetes.
  • Understanding of emerging technology areas like cloud platforms, microservices, and automation.
  • Ability to provide mentorship for new hires and peer colleagues
  • Willing to travel across the region up to 50%.

About the team.

Meet the hiring manager- Tommy Burke, Senior Manager, Channel Systems Engineering.

The pay range for this position at commencement of employment is expected to be between USD $159,200 and USD $ 238,800 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.

We're an Equal Opportunity Employer Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting