Nutanix

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 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.

About the Team

About Your Manager:

• Your manager for this role will be the Manager, Systems Engineering, Channels – ASEAN-HK & TW. They have more than 10 years of experience with Nutanix, managing customers/partners, 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.

Your Role

• Be a crucial member of the Channel SE team helping Nutanix partners 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;
• 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
• 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.
• 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 National SIs, 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 Will Bring

• You have 7 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 or Master’s Degree in Computer Science, Engineering, 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
• 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 occasionally.
• Experience with Kubernetes or DevSecOps will be a significant advantage.
• Strong communication, discovery and interpersonal skills with proven experience, building strong internal and external relationships.
• Strong presentation and communication skills in Thai and English.

Work Arrangement

Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. For most roles, that will mean coming into an office a minimum of 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager.