Federal Major Account Manager - Civilian Agencies

Arista Networks•Washington, DC

27d•$132,000 - $180,000•Hybrid

About The Position

Join a team that is driving the transformation to Software Defined Cloud Networking via automated solutions to the world’s largest Enterprise customer base, the U.S. Federal Government. 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. The Federal Client Director position will be aligned to our Civilian Agency practice. This role will be instrumental in leading the pursuit, capture and development of both customer and partner relationships with an emphasis on both vertical and horizontal growth. You will develop a 3-year Arista business plan that is measurable to the growth of our FED Sales revenues.

Requirements

Driven Sales Leader within the Federal Sales space with in-depth knowledge of US Federal programs and knowledge of Civilian agency operations.
Bachelor Degree (BA/BS,CS,BBA) or equivalent.
A minimum of 10+ years of Federal Sales experience within Civilian agencies (HHS, Social Security, EPA, DoE, DoJ, SEC, FEMA, etc).
In-depth knowledge of Federal procurement programs and driving strategies in the capture and pursuit of opportunities within the Federal Government and Federal Systems Integrators.
Demonstrated experience strategically selling into US Federal accounts, Federal Systems Integrators, and Managed Service Providers.
Demonstrated leadership skills to lead both internal cross-functional teams within Engineering, Legal, Marketing and external partners.
Proven navigation of End User requirements definition through the contracting and resale processes is mandatory.
Working knowledge of networking (Route, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or network automation solutions are prerequisites.
Demonstrated people skills and ability to cultivate and maintain relationships at all levels.
Proven track record of building business plans, documenting the processes, and exceeding sales targets.
Travel to customers and partners by air and land is required.
Customer base requires US Citizenship, background checks, potential clearance processes, etc. Active security clearances are preferred (TS/SCI), but not mandatory.

Nice To Haves

Individual wants to build a Federal Civilian agency franchise.
Active security clearances are preferred (TS/SCI).

Responsibilities

Leverage in-depth Federal Sales background to lead sales strategies to meet revenue goals within Federal Civilian Agencies (e.g., DOE, FAA, IRS, DHS, HHS).
Be responsible for consultative selling and solution development efforts that best address Federal customer needs, while coordinating the involvement of all necessary company resources including sales operations, service, and management, in order to meet account performance objectives and customer expectations.
Identify, develop and close sales opportunities across the Arista product portfolio including high performance Data Center Campus, and AI Networking platforms in addition to Arista Cloud Vision (network automation & telemetry).
Establish productive, professional relationships with key personnel in assigned agencies.
Create and execute targeted account plans in concert with partner managers and sales engineering team.
Establish customer demand through pre-engagement planning, research, and solution alignment to mission.
Manage and align year 1 to year 3 business priorities across a named account territory.
Create a marketing plan aligned with named accounts and territory.