Major Account Manager

Arista Networks•Pittsburgh, PA

11h

About The Position

Arista Networks is seeking a proven Major Account Manager for its Sales organization in Pittsburgh. The role is responsible for serving as a trusted advisor to a large major financial customer and fostering relationships with executives, vice presidents, end users, and other decision-makers to expand Arista’s footprint. The account manager aligns Arista technical resources with customer business outcomes, partnering with Customer Engineers, Professional Services, executive teams, technology partners, and channel partners. The successful candidate will use a consultative, value-based sales approach to identify customer challenges and position Arista’s data-driven networking solutions. Technical knowledge and experience selling data center solutions are highly desirable. The role typically reports to a Regional Sales Manager or Area VP of Sales.

Requirements

BS/BA degree or equivalent.
At least 7 years of technology sales experience.
Proven direct-selling track record within target accounts in the assigned territory and a record of exceeding sales targets.
Relevant data center or networking 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 networking, SDN, NFV, switching, network automation, routing, data center, edge computing, network virtualization, hyper-converged infrastructure, or cloud computing.
Ability to open doors, build relationships, navigate complex enterprise sales cycles, and turn customer challenges into strategic technology opportunities.
Demonstrate trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.

Nice To Haves

Technical acumen and a track record of selling data center solutions.

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 demonstrate how Arista 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, 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.