Inside Channel Led Systems Engineer

3 weeks ago

San Jose, United States Nutanix Full time
Hungry, Humble, Honest, with Heart.

The Opportunity

Nutanix is a leading cloud software organization disrupting the world's data space. We are seeking individuals who are business savvy, driven, with a continued passion for learning. We are seeking candidates with the knowledge of business development and the technical background necessary to help further establish Nutanix as a leader in hyper-converged infrastructure technology. Nutanix is enhancing its partner experience by evolving our partner program while rewarding partners with improved profitability for growing their business.

The Inside Channel Led Systems Engineer will be responsible for the channel-led segment, supporting partners to drive Nutanix opportunities autonomously. The desired candidate will have the ability to demonstrate experience in technical sales, and partner relationships including setting, tracking, and exceeding revenue targets. This role has two parts: The first is responsible for helping partners grow their business in the channel-powered accounts. The second is supporting partners as a point of contact for technical sales, to enhance the ability to partner with Nutanix through the delivery of a structured enablement program.

Sales 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

You must be able to demonstrate and sell our value of how technology products and solutions solve business problems:

Provide coaching for technical-selling to the Partner SEs on Channel Powered deals providing support with sizing, services attach, validated design, hardware references

  • Support Demand generating activities for Channel Powered segment, working collaboratively with Nutanix marketing, sales, as well as Distribution and Partner sales teams
  • Support Elevate program certifications with enablement and exam preparation bootcamps for Channel-Powered segment
  • Provide technical pre-sales support for Nutanix partners for Discovery, Positioning, Demonstrations, Sizing and Licensing for opportunities
  • Coach partners on how to demo and use our products using the Nutanix tools (Sizer, TestDrive, Partner Virtual Demo, Collector, HPOC, etc)
  • Define and drive enablement sessions for Nutanix partners to be self-sufficient
  • Ability to work collaboratively with employees within the sales function and across functions including Sales, Marketing, Sales Operations, and Product Development.
  • Establish a relationship with channel partners and Field CSEs as a trusted and valued advisor.
  • Collaboratively develop technical partner plans that will include budget for enablement, marketing and services go-to-market.
  • Proactively coach team members on best practices to ensure the success of the team and every customer
  • Advanced virtualization knowledge and / or enterprise application expertise
What You Will Bring
  • IT Infrastructure knowledge in one or more of the following areas: compute, storage, networking, virtualization, and/or cloud
  • Excellent communication and presentation skills (written, in-person and via webinar)
  • Demonstrated leadership and initiative
  • Ability to maintain relationships with technical resources at all levels of a customer organization
  • Bachelor's degree or equivalent experience in related field
  • 2 to 5 years of Sales Engineering or Reseller experience in a high-tech sales environment with experience in driving customer adoption of technology"
About the Team

About Your Manager:
  • Your manager for this role will be the Director, Systems Engineering, Channels - APJ. They have 10 years of experience with Nutanix, managing Portfolio, Core SE Teams, and Channel SE.
  • Your manager is a seasoned and experienced leader who promotes team development and drives high performance.
What The Team Says:
  • The team describes the manager as a seasoned and experienced leader that promotes team development and drives high performance.
How We Work:
  • At Nutanix, we have a hybrid working arrangement that allows for flexibility and work-life balance. This means you can work both remotely and in the office, depending on your needs and the nature of your work.

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