Nutanix Sales Academy 2018
The Nutanix Enterprise Cloud is steadily
evolving into a software-centric solution – our
software now runs on top of Dell-EMC, IBM,
Lenovo, Cisco, HPE, and more. While we expand
the range of appliances on which our software
can be deployed, we’ve also added powerful
new capabilities: Calm, Xi, Acropolis File
Services, Acropolis Block Services, Prism Pro,
and more.
The result? Our customers have tremendous
choice and flexibility. They can choose their
appliance, choose the Nutanix feature set they
want on top of it, and deploy an Enterprise
Cloud solution that perfectly meets their needs.
For you, as a seller, this opens up a wealth of
opportunities. First, because you have more
options with which to sell value, and second,
because you have a larger portfolio to leverage
to upsell and cross-sell.
And to make it easier for you to find, talk
through, and close those enormous deals, we’ve
developed the Nutanix Sales Academy.
What’s in it for me?
Once trained and ramped up on Nutanix, our
sales experts sell on value and realize
exceptional benefits, including:
• 90 day or less average sales cycle
• $200,000 (USD) average 1st deal size (to
the customer)
• 70% of customers make repeat purchases
(for customers longer than 12 months)
• 4.1X of initial deal size made in total
purchases within 18 months
Earn Rewards!
Score points on Nutanix Partner XTRIBE to earn
cool rewards for each level of NCSR you
complete! Each level you complete earns you
more points! Click here to access Partner
XTRIBE and claim your points once you
complete each level.
Nutanix Certified Sales
Representative: Level 1
NCSR Level 1 focuses on what you need to
hit the ground running, including key
hyperconverged infrastructure concepts,
the value proposition of the Nutanix
Enterprise Cloud, and the Nutanix product
portfolio.
Nutanix Certified Sales
Representative: Level 2
NCSR Level 2 goes beyond the basics and
will help you understand how to lead a
solutions-based discussion, differentiate
Nutanix from the competition, handle
customer objections, and describe the
Nutanix vision to prospects and
customers.
Nutanix Certified Sales
Representative: Level 3
NCSR Level 3 is the third and final training
level before the NCSX certification exam,
and will be a deep dive of the Nutanix
product portfolio. We’ll also cover the dos
and don’ts of selling to C-level executives.
Nutanix Certified Sales
Expert
Once you complete all 3 Sales Academy
training levels, you are eligible for
certification as an NCSX.
For details on the nomination process,
requirements, and certification exam,
please see the following page.
 Nutanix Certified Sales Expert
NCSX Program Overview
What is NCSX?
NCSX is the highest level of certification that is
currently available in the Nutanix Sales
Academy.
To be certified as an NCSX, a partner sales
representative must:
• Be nominated by a Nutanix sales or channel
sales rep
• Be approved by their regional sales leader
• Complete the three training levels of Sales
Academy
Pass an in-person exam in front of a Nutanix
•
Sales Panel
What happens after
I’m nominated?
• You are assigned a “buddy” to help you
prepare for the exam and who will be
available to help answer Nutanix questions
• Attend the NCSX Preparation Live Webinar -
where we will review the program, provide
the exam criteria and Nutanix sales leaders
will answer questions and get to know you
• Meet with your buddy at least once (via
phone, in-person or over WebEx) to review
the material and ask questions before the
certification testing
• Come to the designated location on the
date/time assigned to take the in-person
testing
What should I do
once I’m certified?
• You need to mandatorily participate in a
monthly funnel review with Nutanix
CAM/local RD.
How do I get certified?
Certification takes place in-person in front of a
panel of experts. Those who are nominated to
become NCSX certified will be notified of the
available dates/times and locations for the
testing to take place.
There is normally considerable preparation
involved in achieving the certification, in
addition to completion of the online training in
Sales Academy.
What happens during
the in-person exam?
The NCSX in-person exam will require you to:
• Deliver the Nutanix pitch
• Present the Nutanix solution using a
whiteboard
• Demo Prism at a high level
• Handle objections raised by the panelists
What’s in it for me?
• Be recognized as an NCSX (logo for resume
& business cards)
• 20,000 reward points on Partner XTRIBE
portal upon earning the NCSX certification
• Monthly NCSX exclusive challenges on
Partner XTRIBE portal with double reward
points
• Invitation to exclusive Nutanix Sales events
within the first twelve months of earning
NCSX
• Access to Nutanix Executives and PMs via
quarterly NCSX exclusive webinars