Federal Major Account Manager - FSI

Arista Networks•Washington, DC

About The Position

Join a team which 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. As a Major Federal Account Manager 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. This Federal Major Account Manager position will be aligned to 3-5 of our Federal Systems Integrator partners. 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. Alternate Locations: DMV Area - Reston, VA (Northern Virginia), Bethesda, MD

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).
You possess 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.
The optimal candidate will have 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.

Nice To Haves

Active security clearances are preferred (TS/SCI), but not mandatory.

Responsibilities

You will leverage your in-depth Federal Sales background to lead sales strategies to meet revenue goals within several Federal Systems Integration partners. (IE: GDT, Peraton, Leidos, Northrup Grumman, SAIC, CACI, BAE, Raytheon)
The Client Executive will 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
You will 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.
Establishing productive, professional relationships with key personnel in assigned agencies
Creating and executing 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.