Major Account Manager
About The Position
Arista Networks is seeking a Major Account Manager to join its Sales organization and grow the Arista brand in a strategic enterprise territory. The role focuses on winning new business, expanding strategic customer relationships, and selling networking technology to C-level and senior IT executives. The position works with Arista sales colleagues, Customer Engineers, Professional Services, executive teams, and technology partners to align technical resources with customers’ business outcomes. It reports to a Regional Sales Manager or Area VP of Sales. The role owns and grows a portfolio of 12–15 named enterprise accounts and develops opportunities for Arista’s data-driven networking solutions. The posting identifies both the Greater Bay Area and Greater Houston market in describing the territory, and says candidates must reside in the greater San Francisco Bay Area and have experience selling networking solutions to large enterprise accounts in that market.
Requirements
- Reside in the greater San Francisco Bay Area and have experience selling networking solutions to large enterprise accounts in that market.
- BS/BA degree or equivalent.
- At least 8 years of technology enterprise sales experience.
- Proven record of direct selling into target accounts within the assigned territory and exceeding sales targets.
- Relevant data center or networking industry background from a technology partner, competitor, channel partner, or end user.
- Strong network of contacts 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, cloud computing, Agentic AI, or AI accounts.
- Ability to open doors, build relationships, navigate complex enterprise sales cycles, and turn customer challenges into strategic technology opportunities.
Responsibilities
- Own and grow a strategic territory of 12–15 named enterprise accounts.
- 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 networking solutions can address them.
- 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.
Benefits
- Medical benefits
- Dental benefits
- Vision benefits
- Wellbeing benefits
- Tax savings benefits
- Income protection benefits
- Potential eligibility for discretionary bonuses, commissions, and equity
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What This Job Offers
Job Type
Full-time
Career Level
Senior
