Major Account Manager

Arista Networks•Houston, TX

About The Position

The Major Account Manager is a customer-facing member of Arista Networks’ Sales team, responsible for championing customer needs and aligning Arista’s technical resources to achieve customer business outcomes. The role partners with Customer Engineers, Professional Services, Executive teams, technology partners, and channel partners to deliver solutions and support customer success. The position typically reports to a Regional Sales Manager or Area VP of Sales. This role is suited to an enterprise technology sales professional who can win new business, expand strategic relationships, and sell transformative technology to senior IT and C-level executives. The manager uses consultative, value-based selling to identify customer challenges and position Arista’s networking solutions, including data center, campus and branch, SD-WAN and edge routing, AI networking, CloudVision, network detection and response, and network access control. The role develops account and territory plans, generates demand, manages channel relationships, and works to exceed sales objectives.

Requirements

BS/BA degree or equivalent.
At least 8 years of technology sales experience.
Demonstrated success developing and executing consultative sales strategies, managing complex enterprise accounts, and consistently exceeding sales objectives within an assigned territory.
Proven ability to establish credibility as a trusted advisor, influence C-level executives, and build strategic relationships with business and technical decision-makers.
Relevant experience selling data center, virtualization, or networking solutions, such as LAN/WAN, SDN/SD-WAN, wireless, or AI, through a technology partner, competitor, channel partner, or end user.
Strong rolodex and relationships within the territory.
Strong interpersonal, communication, and relationship-building skills, with the ability to engage effectively at all organizational levels.
Previous selling experience and technical acumen in one or more of networking, SDN, NFV, switching, network automation, routing, data center, edge computing, network virtualization, hyper-converged 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 decision-makers.
Use consultative, value-based selling to uncover business challenges and demonstrate how Arista solutions address them.
Present Arista’s value proposition and product portfolio to key influencers, decision-makers, and C-level executives.
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.
Create strategic and tactical account plans based on periodic business reviews with prospects and customers.
Conduct demand-generation activities, including 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.