Christian Alvarez to lead company’s partner sales and go-to-market efforts
Nutanix, which sells hybrid cloud and hyperconverged infrastructure software, has reached into technology partner Juniper Networks to find its new channel chief for the Americas region.
The Lowdown: The vendor on Thursday announced the appointment of Alvarez as vice president of Americas after more than four years with networking vendor Juniper.
The Details: Alvarez comes to Nutanix with more than 26 years of IT executive and channel experience, mostly in the networking business with companies like Juniper, Cyan – a software-defined networking (SDN) vendor bought in 2015 by Ciena – Avaya, and Connexion. Most recently, Alavarez spent six months as Juniper’s worldwide head of channels and distribution. In that role, he was responsible for more than 14,000 partners and 50 distributors around the globe.
At Nutanix, Alvarez will be responsible for the company’s overall partner sales and go-to-market program, with a key focus on expanding partnerships with tech vendors, such as the new alliance with Hewlett-Packard Enterprise. Nutanix also has a long partnership with Juniper, which has integrated such products as its QFX switches and Contrail Enterprise Multicloud software with Nutanix’s Enterprise Cloud platform.
The Impact: Alvarez comes to Nutanix at a time of transition for the vendor. The company, which was a pioneer in the hyperconverged infrastructure space, is like other traditional tech vendors, shifting from being a seller of hardware and software to being a company driving revenue through software licenses and subscriptions. Late last month, as they announced quarterly and fiscal-year financial numbers, Nutanix officials said a key to the transition is working with a small group of channel partners that have deep expertise with Nutanix products and services. Alvarez will play a key role in cultivating those relationships.
Background: The shift to a business that relies on subscriptions and recurring revenue has meant reworking the pipeline, which has impacted the company’s overall financial numbers. In the most recent quarter, Nutanix saw quarterly revenue and billings decline year-over-year, though both increased over the full fiscal year.
The Buzz: “Nutanix is one of those rare companies to have truly revolutionized cloud software and hyperconverged infrastructure, and I couldn’t be more honored to have been chosen to lead its Americas channel organization into the future,” Alvarez said. “The opportunity ahead for Nutanix and its partners is vast, but to seize it, we must collaborate even more effectively with our partners and move faster. Partners continue to be an integral part of Nutanix’s growth strategy, and I’m truly thrilled to join the team to continue creating innovative solutions that will drive our customers forward into the multicloud era.”
“As we enter fiscal 2020, we all recognize the critical role the Americas channel organization will play in helping us achieve this year’s revenue goals,” said Bob Wallace, vice president of sales strategy at Nutanix. “Christian brings great experience to our Americas channel team and is well-equipped to help us reinforce our commitment to our partners and help them capitalize on opportunities to work with us. His people-first leadership style will help us drive superior customer and partner experiences and foster a positive, inclusive culture at Nutanix.”
“I’ve had the pleasure of working with Christian for more than four years,” said Mike Tatum, director of product management for infrastructure and security at Insight Enterprises. “He’s an incredible leader who works hard to understand and enable partners like Insight in transforming and growing clients’ businesses, adopting new technologies, and improving their profitability. I look forward to continuing partnering with Christian and the Nutanix team on the future of the cloud.”