Dell OEM Systems Engineer - China

Sales Engineering - APAC Beijing, China


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Job Summary 

Nutanix is looking for a Dell Alliance Sales Engineer for China. As an Alliance Sales Engineer, you are responsible for selling Nutanix - Dell OEM Product (Dell XC series) and Solutions through the Dell organisation and interacting directly with regional sales teams in China. You will be working closely with the Dell Alliance Manager, Channel team and Regional sales and SE leaders. 

Essential to success in this role is the ability to drive bookings and sales growth of the Dell XC series together with the Dell Sales and Marketing organization. This will be achieved shoulder to shoulder with the native Nutanix team in China and corporate providing unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you will be working very closely with local leadership, the Dell Alliance Manager and Regional Sales Directors, supporting a large amount of structural and tactical Sales Engineer activities across all regions of China.


Responsibilities:

·         Drive revenue and bookings growth through the alliance partner.

·         Use relationship management techniques and sales engineering skills to develop selling opportunities within alliance partner organizations; penetrate new divisions and organizations within alliance partner account; develop new selling relationships within assigned alliance partner account; develop new direct selling opportunities together with the alliance partner sales team.

·         Train and enable relevant technical and sales teams.

·         Schedule and attend sales call appointments with prospects and partners.

·         Help with architecture, design, RFP reply, product demonstrations and Proof of Concepts.

·         Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business and technical needs.

·         Build and strengthen the technical and business relationship with current accounts and new prospects together with the alliance partner and the Nutanix sales team.

·         Recommend marketing and product strategies to drive demand for the Dell XC series.

·         Provide status information to your Manager including technical status of deals in the pipeline, tactical and structural Dell alliance activities.

·         Provide, or facilitate training opportunities for your alliance partner and relevant key channels.

·         Provide product feedback back to engineering to improve Nutanix solution for the alliance partner.


Requirements:

·         Thorough understanding and sales engineering experience in one or more of the following areas: Application Virtualization (Citrix...), Server Virtualization (VMware, Microsoft, KVM,…), Networking, Server (preferably Dell), Storage, and Platform Performance/Sizing.

·         Ability to maintain relationships with sales, technical and marketing resources at all levels of the alliance partner and field organization (Sales Engineers and Sales reps).

·         Thorough understanding of sales engineering techniques and processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and close deals.

·         Ability to assist and train alliance partner technical and sales resources to present solution, run demos, poc’s and reply to offers for end users

·         Flexible, dependable, self-starter, and capable of quickly learning new products and technologies.

·         Excellent oral and written communications skills, as well as excellent presentation skills.

·         An aptitude for understanding how technology products and solutions solve technical and business problems as well as the competitive landscape.

·         Track record of exceeding assigned sales quotas in contiguous, multiple years.

·         Has strong technical storage background, preferably have worked for a tier 1 storage vendor. 

·         Ability to maintain relationships with sales, technical and marketing resources at all levels of the alliance partner and field organization (Sales Engineers and Sales reps).

Qualifications and Experience:

·         Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.

·         Bachelor’s Degree or equivalent experience.

·         3 to 10 years of sales engineering experience preferred.

·         Ability to travel throughout China / APJ.

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.