Major Account Manager

Job description

Who You'll Work With As a team member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve your customer’s business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer’s behalf.

Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Manager or Area VP of Sales.

What You'll Do

This is an opportunity for a high-performing enterprise technology sales professional who thrives on winning new business, expanding strategic relationships, and selling transformative technology to C-level and senior IT executives. If you're a hunter, a trusted advisor, and someone who enjoys winning competitive enterprise opportunities, this role offers an opportunity to make a significant impact in one of Arista's most important markets.

Job Responsibilities

Exceed aggressive sales objectives by developing new opportunities, expanding existing relationships, and penetrating new accounts. Build trusted relationships with CIOs, CTOs, network leaders, infrastructure executives, architects, and other key decision-makers. Take a consultative, value-based selling approach to uncover business challenges and demonstrate how Arista's data-driven, software-defined networking solutions can transform the business challenges that AI/ML, Big Data, and siloed IT systems put on the network into a seamless network running a single open source operating system.

Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition for the entire Arista product portfolio; Arista high performance data center, cognitive campus/branch, VeloCloud SDWAN & Edge Routing, and AI 800G networking platforms, CloudVision (telemetry & automation), NDR, Network Access Control, etc. Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.

Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions Establish and manage key channel relationships in your territory. Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers. Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums. Collaborate with Arista peers on marketing plans and best practices.

Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Qualifications

You know how to open doors, build relationships, navigate complex enterprise sales cycles, and turn customer challenges into strategic technology opportunities. Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.

Minimum Job Requirements

BS/BA degree or equivalent in addition to 8+ years of technology sales experience. Demonstrated success developing and executing consultative sales strategies, managing complex enterprise accounts, and consistently exceeding sales objectives within an assigned territory. Proven ability to establish credibility as a trusted advisor, influence C-level executives, and build strategic relationships with key business and technical decision-makers.

Relevant experience selling data center, virtualization or networking (LAN/WAN, SDN/SD-WAN, Wireless, or AI) related solutions from a technology partner, competitor, channel partner or end user is a requirement. Strong rolodex and relationships within the territory Exceptional interpersonal, communication, and relationship-building skills, with the ability to engage effectively at all levels of an organization. You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing. #LI-TC1