Nutanix Australia turns to global SIs for growth

Nutanix Australia has decided the time is right to expand its channel by working more closely with global system integrators.

A new job ad reveals the company's local outpost is in the market for a "Global Systems Integrators (GSI) Representative".

CRN has learned this is a new role for Australia and therefore signals a push into GSIs.

The company's ASEAN and India vice president Neville Vincent told CRN the role was created "“As part of our strategic shift in focus towards larger enterprises".

“The A/NZ business continues to expand significantly and we aim to capitalise on that and demonstrate our ability, with partners, to bring enterprise-wide solutions, not just infrastructure, to new and existing customers," Vincent said. "We’re already seeing great progress in this regard, particularly in the financial services, healthcare, government and telecoms sectors.

The gig demands someone with "direct experience working with GSI partners, and has established trusted advisor status with their key decision makers" and includes the following responsibilities:

Achieve revenue goals and pipeline goals for future
Develop, own and execute business plans specific to global Sis assigned
Enable partner stake holders by educating on Nutanix value proposition, use cases
Facilitate the right commercial constructs for partners
Relationship management and stakeholders management across the board
Act as the ambassador for assigned Global SI Partner, within Nutanix
Own up governance of business between the two organisations
Focus on long term strategy while handling tactical business activities
Build/Nurture trust and empathy between organisations
Work closely with Nutanix SE team, GSI Partner COE teams, GSI Practice teams to drive joint solutions, marketing of the same and PR associated with it

Whoever gets the gig is going to be busy: Nutanix lists 16 global SI partners, among them DiData, IBM, Accenture, Wipro and Capgemini. All of those companies have strong Australian presences. And all, it appears, are soon going to be asked to carry Nutanix to market.

Rival hyperconverged players already enjoy strong relationships with SIs: the likes of Lenovo and Dell/Vmware number most among their partners. Nutanix is therefore catching up, a bit. But the company has come so far, so fast, who would bet against it doing well with global SIs in Australia too?