Channel Sales Engineer (Public Sector)

Channel Sales Engineer (Public Sector)

Washington, DC

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!

The Nutanix Public Sector Channel Sales Engineer (SE) is a technical field position that serves as the resource for the Technical Partner Community.

As the Public Sector Channel SE, it is expected that you will be able to enable partners to perform all the functions that a Nutanix Systems Engineer does including running Proof of Concepts. In this role, you will report directly to the Channel SE Manager, managing the Public Sector partners within the Americas with Preferred location - Washington DC/Maryland/Virginia

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 Public Sector 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;• 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.• Learn new skills and grow in your career while contributing to learning back to others in the Channel SE team as well as our partners technical team, so we can all grow and thrive together.• Travel within the region up to 50%.

What You'll Bring

• You have 4+ 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.
• You've earned a bachelor's degree (or have equivalent experience).
• Prior Military, State/Federal Govt experience and/or Clearance preferred but not required.
• You possess deep knowledge of the virtualization, storage, and cloud marketspace as well as design capabilities.
• You are experienced in selling servers, storage hardware, enterprise software, and cloud contracts.
• You're able to drive the overall channel technical enablement plan for the region.
• You can motivate, train, and conduct seminars within partners to exceed revenue targets.
• You maintain relationships with technical resources at all levels of a partner organization.
• You have strong communication (written and verbal) and presentation skills.
• You come with an innate 'whatever it takes' attitude and motivation to do whatever necessary to assist in reaching revenue targets.

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 - 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.

Does this sound like you? Let's talk!

Hiring Manager

Meet Justin Clevenger Senior Channel Sales Engineer Manager

The pay range for this position at commencement of employment is expected to be between $185,120 and $277,680 / 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.

#LI-CN1

Nutanix is an equal opportunity employer.

The Equal Employment Opportunity Policy is to provide fair and equal employment opportunity for all associates and job applicants regardless of race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability. Nutanix hires and promotes individuals solely on the basis of their qualifications for the job to be filled.

Nutanix believes that associates should be provided with a working environment that enables each associate to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, religion, national origin, gender, sexual orientation, age, marital status or disability.

We expect and require the cooperation of all associates in maintaining a discrimination and harassment-free atmosphere.