The Channel Systems Engineer (CSE) is a customer-focused technical sales professional that provides pre-sales consulting, technical guidance & enablement and hands-on assistance to select Nutanix channel partners and indirectly our mutual customers.
The CSE teams and collaborates with Nutanix channel sales teams to build, grow and nurture the eco system of selected resellers, OEMs and alliances.
The CSE acts in a consultative fashion and is looked to as an expert in his / her field by the Nutanix sales teams, business partners and customers.
Primary Responsibilities :
Articulate the features and benefits of Nutanix solutions and products.
Understand the customer’s business drivers and how to map these to a Nutanix solution.
Provide technical leadership in the Requirements Discovery, Solution Development, and Solution Proposal stages of the opportunity sales cycle.
Provide channel partner technical enablement for selected (managed) channel partners in defined territory to include : regular product and solution updates, customized workshops and bootcamps, SE shadowing program, joint solution and services offering building and any other required tasks to enable partners to perform independent and autonomous pre-sales support for Nutanix
Perform product demonstrations and presentations in support of company roadshows and events.
Manage, monitor, and / or perform solution evaluations and Proofs-of-Concept in support of sales opportunities through channel partners.
Perform technical account management and act as an interface between the sales / pre-sales account teams of selected channel partners by monitoring and managing pre-sales / technical issues to conclusion, including any required management escalations required to resolve technical issues.
Act as an interface to Product Management to monitor and manage feature requests and product roadmap issues to conclusion, including any required management escalations required to resolve related issues.
Provide reporting and feedback on channel accounts and field activities to the Channel SE Manager and Channel Sales organization.
Maintain the Nutanix community.
With the partner and partner manager, jointly create a business plan that encompasses enablement. Take ownership and execute this plan.
This plan should exist of a technical focus for those partners, as well as training modules that lead to certification of employees and a status for that partner.
Work with the vendor / product / practice manager within the partner account to ensure clarity and possession of up-to-date information with regards to Nutanix Channel Charter requirements.
Deliver Bootcamps with hands-on labs to train the partner to certify.
Deliver regular Expert Sessions to ensure partners have up-to-date knowledge. Train partners to gain knowledge of new releases or non-focus products.
Maximize impact by optimizing training delivery to as many persons per session.
Technical account and relationship management
Establish a strategic position within partners at architect and c -level roles within the partner to ensure embedding of the Nutanix portfolio with the partner solution and services portfolio.
Have regular meetings with architect and c-level contact al all focus partners to discuss product direction and roadmap, Nutanix position in the partner portfolio and joined products / go to market.
Create and maintain a communication matrix and organigram for every partner and use those to relevantly position Nutanix on all levels.
Remain up to date with the strategic position of the partner with regards to vendor and product relations and selection.
Ensure Nutanix being the preferred product vs the competition in the for the partner relevant
Be a liaison between the partner key-contacts and the appropriate Nutanix leadership and product management. Arrange meetings and gatherings to create and claim mind share and thought leadership.
Be a valued resource for partners. Help them with thought leadership, product development and technical marketing (events / campaign’s, etc.)
Be aware of partner’s opportunities, spot opportunities, guide partners towards offering Nutanix solutions and help up- and cross-sell the entire Nutanix product portfolio.
Have regular partner visits to stay top of mind, discuss product positioning, remove roadblocks, etc.
Work with Field SEs to help position Nutanix and help Field SEs spot opportunities. Use the SME topics to create additional bandwidth in positioning Nutanix products.
Organize events for the (Nutanix) technical partner community. Keep the tech community of partners technologists, freelance experts and distributor experts engaged and up to date.
Spot, coach and nurture technical champions towards the next level (NTC / NPX / etc.)
Maintain active relations with Nutanix Technology Champions (NTC) in your region.
Be the contact person for the local Nutanix User Group (NUG). Help them organizing meetings and drive attendance towards the NUG form partner technology champions.
Participate in social media like Linked-in, Twitter, but also contribute to blogs, videos and forums.
Help partners in the media with reference cases and supporting the Nutanix brand.
Bachelor’s degree or equivalent experience
3-5 years prior Sales Engineering or Reseller experience in a high tech sales environment with a demonstrated track record of success in driving customer adoption of technology
Demonstrated broad experience with industry standard virtualization, storage, networking and automation technologies as well as cloud architecture and concepts.