Major Account Manager

Arista Networks•Houston, TX

About The Position

The Major Account Manager represents Arista Networks to customers and serves as their internal champion, aligning Arista’s technical resources to help achieve customer business outcomes. The role partners with Customer Engineers, Professional Services, and executive teams, while collaborating with other sales professionals. It typically reports to a Regional Sales Manager or Area VP of Sales. This position is for a high-performing enterprise technology sales professional focused on winning new business, expanding strategic relationships, and selling transformative technology to C-level and senior IT executives. The role uses consultative, value-based selling to connect customer business challenges with Arista’s networking solutions and drive successful enterprise opportunities.

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.
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—including LAN/WAN, SDN/SD-WAN, wireless, or AI—from a technology partner, competitor, channel partner, or end user.
Strong rolodex and relationships within the territory.
Exceptional interpersonal, communication, and relationship-building skills, including the ability to engage effectively at all organizational 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 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 identify business challenges and explain how Arista networking solutions can address them.
Meet with influencers, decision-makers, and C-level executives to present the value of Arista’s product portfolio.
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 colleagues on marketing plans and best practices.
Keep current on technology partner solutions, competing solutions, and competitor strategies.