Major Account Manager

Arista Networks•Phoenix, AZ

About The Position

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. The company is known for its relentless pursuit of innovation, leveraging advancements in cloud computing, artificial intelligence, and software-defined networking to provide clients with a competitive edge. Arista values diversity of thought and perspectives, fostering an inclusive environment, and has received awards for Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. As a member of the Arista Sales team, the Account Manager acts as the face of Arista to customers and their internal champion, aligning Arista’s technical resources to achieve customer business outcomes. This role involves partnering with Customer Engineers, Professional Services, and Executive teams. The Account Manager will serve as a trusted advisor, implementing sales strategies to exceed sales targets within enterprise-level accounts in Arizona. Technical acumen and a proven track record of selling data center and networking solutions are highly desirable for this position.

Requirements

Possess a hunter mentality and have a proven track record of technology sales including cultivating relationships with existing customers in addition to penetrating new logo accounts.
Be an influencer and possess the ability to act as a trusted advisor to deliver business value to both end users and key business stakeholders.
BS/BA degree or equivalent.
8+ years of technology sales experience.
Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets.
Possess 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.
Possess 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 measurable sales objectives and extend the Arista brand within a named list of enterprise accounts.
Utilize a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including; Software-Driven Cloud Networking solutions, EOS (Open Source Network OS), Cognitive Campus Networking, WIFI Campus networking, and Cloud Vision (Network Automation & Telemetry), Monitoring Fabric solutions (Big Switch) in addition to NDR, Endpoint and AI driven Network Identity Access security solutions.
Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions.
Establish and manage key channel relationships in your territory.
Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.
Collaborate with Arista peers on marketing plans and best practices.
Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.