Channel Account Manager

Arista Networks•Dallas, TX

About The Position

As a Channel Account Manager (CAM) at Arista Networks, your primary responsibility will be to drive partner-initiated revenue growth with Arista’s most strategic channel partners. Utilize your exceptional presentation and relationship-building skills to convey Arista’s value proposition (spanning Data Center, Campus, Network Observability) to a diverse group of sales and technical staff while conducting on-going sales enablement. You’ll be an integral member of the regional sales team, ensuring that we maximize field collaboration with our ‘go to’ partners. Leading candidates will possess a strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit. At Arista, we’re committed to facilitating a disruptive shift in the way organizations design, deploy and operate their enterprise network…whether private, public, cloud-native or multi-cloud. This is no simple undertaking and the reason why we’re seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are. Your activities will center on building solid rapport with partners to achieve measurable results in brand awareness across the channel, increased revenue and expanded share in the Campus Network market. Your success in this role will span the creation and execution of extraordinary business plans with each focus partner. You’ll be measured primarily on the joint business outcome with your regional partners while demonstrating your ability to work across all levels within the partner organization. Alternate Locations: Austin, TX and Houston, TX

Requirements

BS/CS/BA Degree or equivalent in addition to previous background In technology sales or business development
3+ years of dynamic channel or partner management experience within the networking industry (Presidio, WWT, SHI, ePlus)
You must possess excellent presentation skills and the ability work with cross-functional teams
Excellent interpersonal and facilitation skills
Tenacious and assertive ‘hunter’ mentality…just get it done!
Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs
Must be available for impromptu partner meetings across region…open to 50%+ travel (local and regional)

Nice To Haves

Previous experience selling networking, network security, storage or data center infrastructure is highly desired

Responsibilities

Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization
Generate enthusiasm/drive among partner sales and engineering teams to sell Arista products and services
Systematic cadence with ELITE, and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels
Management/Oversight of Arista partners in region with whom you will conduct on-going business planning
Active participation and contributing to the sales process with partners
Business plans will be completed for each focus partner, reviewed/updated quarterly with KPIs
Acute accountability for jointly-developed goals
Bi-weekly review of partner-initiated opportunities
Manage and enforce program level compliance with up-leveled partners
Build, administer, manage and/or deliver accreditation training for partner sales and technical staff
Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business
Oversight of MDF including funding allocation, resourcing and logistics to drive success in all partner-related demand generation activities
Engage with key partners to develop proficiencies in delivering services around Arista solution set
Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating ARISTA’s value proposition