Major Account Manager - Service Provider

Arista Networks•Denver, CO

12d•Hybrid

About The Position

We are seeking a proven, motivated and results driven Major Account Manager to join our growing Regional Service Provider (RSP) sales team. In this role you will be responsible for engaging with both a large Service Provider account and other Regional Services Providers customers in the Mountain region (AZ, CO UT, ID) utilizing a consultative selling approach with key client stakeholders to address the business needs and challenges of RSP’s to provide technology solutions. This role requires a deep understanding of our technology products and the ability to articulate complex technical solutions that span across routing, switching, security and cloud computing. Alternate Locations: Salt Lake City, UT | Phoenix, AZ

Requirements

A hunter mentality and a proven track record of technology sales including cultivating relationships with existing customers in addition to penetrating new logo accounts.
Ability to act as a trusted advisor to deliver business value to both end users and key business stakeholders.
BS/BA degree or equivalent.
7+ years of technology sales experience.
Previous experience selling into both large (Lumen, Charter) and regional Service Providers required.
Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets.
Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a requirement.
Strong rolodex and relationships within the territory.
Excellent people skills and ability to build relationships at all levels.
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.

Responsibilities

Exceed measurable sales objectives and extend the Arista brand within Regional Service Providers (ISP, Cloud Provider) customers in the Mountain region in addition to developing new logo accounts.
Utilize a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including, software-driven high performance Data Centers, Campus (Wired and Wireless WI-FI), and our 800G Etherlink AI networking platforms.
Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
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.