Advisory Solutions Architect – Nutanix Database Service

Hungry, Humble, Honest, with Heart.

The Opportunity

This role is Hybrid workstyle with at least 2 days in the office weekly.

Location: Sydney, NSW, Australia.

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 passionate Solutions Architect – Nutanix Database Service (NDB) who will play a critical and pivotal role in driving the sales & customer adoption of Nutanix solutions and products. With the rapid growth Nutanix is achieving, you will be our subject matter expert in providing technical expertise to make Nutanix’s customers successful. You will have the insight to connect a customer’s specific business problems and Nutanix’s solution, and the customer - facing skills to communicate that connection and vision to a wide variety of technical and executive audiences. As the trusted technical advisor, you will not only build demos and execute proof-of-concept (POC) but also provide consultative assistance on architecture and implementation.

The position is a high-impact and high-visibility role, considered the pinnacle of Systems Engineering. Success in this role will be demonstrated by your strong technical aptitude and ability to communicate effectively and efficiently.

Sound like you? Read on.

About The Team

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.

Meet Hiring Manager, Maksim Malygin, Head of Portfolio and Solution Architecture, Nutanix APJ:

• Maksim joined Nutanix in 2019 as a Global Solutions Architect and has since taken on various roles, including leadership positions.
• For the past three years, he has proudly led the APJ Portfolio and Solution Architecture Organization.
  
  

Your Role

• The role is a technical pre-sales role that will require you to support customers in achieving their business goals/targets with technical expertise and business development experience.
• Provide database domain and NDB expertise, including technical and strategic guidance that shapes customer decisions and drives customer satisfaction. Engage in higher level technical management, build relationships, and help sales team progress on large strategic opportunities.
• Create and deliver advanced technical product and solution presentations, demonstrations & proof-of-concept that are tailored to customer’s needs and ensure high adoption rates.
• Support and accelerate pipeline generation in collaboration with sales specialist. Leverage bootcamps/workshops as a pipeline acceleration and conversion tool to generate interest to cross and upsell solutions
• Maintain expertise in Nutanix solutions and products and knowledge of competitive solutions and technology ecosystems outside of Nutanix.
• Qualify leads within emerging technologies and/or new markets by accelerating solution selling.
• Maintain deep relationships with Channel and Alliance Partners that influence/impact various sales motions.
• Perform regular check-in with existing customers to drive product adoption and renewal.
• Support NDB GTM strategy by contributing to marketing initiatives including marketing materials, such as whitepapers, collaterals, success stories, videos, demos etc. Participate in PM/Engineering meetings to influence products and solutioning development.
• Drive and improve NDB capabilities and enablement with internal and external stakeholders to deliver sales outcomes. Create training content for broader use.
• Proactively work with the marketing team and deliver face-to-face and online seminar sessions.
  
  

What You Will Bring

• 6 to 9 years of experience in a customer-facing DB pre-sales role
• Bachelor’s Degree and working knowledge of Information Technology.
• Expert-level experience with two of the following: MS SQL, Oracle, MongoDB, MySQL or PostgreSQL (design, sizing, management, backup/DR, migration).
• Secondary experience with SAP and/or other database solutions.
• Experience with data management and analytics software from AWS, Microsoft Azure and/or Google cloud.
• Competitive experience with Database solutions.
• Must be able to thrive in a fast-paced, ever-adapting environment.
• Self-driven, able to work with cross-functional teams and leverage company resources to drive sales.
• Must be a well-adept communicator and presenter with excellent writing skills and a penchant for organization, constant follow-up, and attention to detail.
• Thorough understanding of technical discovery and proposal approval processes including the ability to understand customer needs, overcome objections, assist in the development of business cases, and technically close deals.
• Has the drive to understand both Nutanix as well as competitive technologies in the industry and be able to successfully position against the competition.
• Experience training sales and technical personnel on architectures and solutions
• Must be able to travel up to 20% of time within the region and event-based opportunities.