Major Account Manager

Arista Networks•Pittsburgh, PA

About The Position

Arista Networks is seeking a proven Major Account Manager to join its Sales organization in Pittsburgh and expand the company’s footprint within a large major financial customer. The role is suited to a high-performing enterprise technology sales professional who can win new business, grow strategic relationships, and sell transformative technology to C-level and senior IT executives. The Major Account Manager acts as a trusted advisor to customer executives, vice presidents, and end users, aligning Arista’s technical resources with customer business outcomes. The role partners with Customer Engineers, Professional Services, Executive teams, technology partners, and sales colleagues. It typically reports to a Regional Sales Manager or Area VP of Sales. The successful candidate builds and manages executive and channel relationships, develops account plans, and positions Arista’s data-driven networking solutions to address customers’ technology and business challenges.

Requirements

BS/BA degree or equivalent.
At least 7 years of technology sales experience.
Proven 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.
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, Hyperconverged Infrastructure, or Cloud Computing.

Responsibilities

Exceed sales objectives by developing new opportunities, expanding existing relationships, and penetrating new accounts.
Build trusted relationships with CIOs, CTOs, network leaders, infrastructure executives, architects, and other key decision-makers.
Use consultative, value-based selling to uncover business challenges and explain how Arista’s data-driven networking solutions can address them.
Meet with influencers, decision-makers, and C-level executives to present Arista’s value proposition.
Work with Arista systems engineers to design and position solutions that reduce total cost of ownership.
Collaborate with technology partners to identify prospects and demonstrate solutions.
Establish and manage key channel relationships in the territory.
Develop strategic and tactical account plans based on periodic business reviews with prospects and customers.
Conduct demand-generation activities such as happy hours, lunch-and-learns, and technology forums.
Collaborate with Arista peers on marketing plans and best practices.
Stay up to date on technology partner solutions, competing solutions, and competitor strategies.