Federal Major Account Manager (Civilian)

Arista Networks•Washington, DC

1d•$132,000 - $180,000•Hybrid

About The Position

This Federal Major Account Manager position will be aligned to 3-5 Federal Civilian agencies. 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

Bachelor Degree (BA/BS,CS,BBA) or equivalent
A minimum of 10+ years of Federal Sales experience with a strong focus on selling to and through Federal Systems Integrators (FSI).
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 our customers and partners by air and land is part of the role and 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

Active security clearances are preferred (TS/SCI)

Responsibilities

Leverage in-depth Federal Sales background to lead sales strategies to meet revenue goals within several Federal Civilian agencies (FAA, EPA, Treasury, SSA, DOE, DOJ).
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 Data Center Networking, Virtual Networking, Campus Networking, Cloud Vision (network automation & telemetry), and Cognitive Wifi in addition to Network Detection and Response and End Point Security.
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.