Major Account Manager

Arista Networks•Atlanta, GA

19d

About The Position

Arista Networks is seeking a proven Major Account Manager to join its Sales organization and manage typically 12–15 enterprise-level accounts in the Atlanta area. The role focuses on exceeding sales targets by winning new business, expanding strategic customer relationships, and selling transformative networking technology to C-level and senior IT executives. The Major Account Manager serves as a trusted advisor, aligns Arista technical resources with customer business outcomes, and collaborates with Customer Engineers, Professional Services, Executive teams, technology partners, and sales colleagues. The position 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 record of consultative sales and direct selling to enterprise accounts in the assigned territory, with a history of exceeding sales targets.
Ability to act as a trusted advisor and influence C-level executives.
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: Networking, SDN, NFV, Switching, Network Automation, or Routing.

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 Arista's data-driven networking solutions.
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 current on technology partner solutions, competing solutions, and competitor strategies.
Align Arista technical resources to help customers achieve business outcomes.