Major Account Manager

Arista Networks•Orlando, FL

15h

About The Position

Arista Networks is seeking a proven Major Account Manager to join its Sales organization and manage typically 5–20 enterprise accounts in the San Francisco area. The role acts as a trusted advisor to customers, develops and implements sales strategies, and works to exceed sales targets. It requires technical understanding and experience selling data center or networking solutions. As a member of the Arista Sales team, the Major Account Manager champions customer needs and aligns Arista’s technical resources to achieve business outcomes. The role partners with Customer Engineers, Professional Services, Executive teams, technology partners, and channel relationships. It 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 direct selling into target accounts within the assigned territory and exceeding sales targets.
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 areas: Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyperconverged Infrastructure, or Cloud Computing.
Hunter mentality and a proven track record of technology sales, including developing existing customer relationships and penetrating new-logo accounts.
Ability to influence and act as a trusted advisor to deliver business value to end users and key business stakeholders.

Nice To Haves

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

Responsibilities

Exceed measurable sales objectives and extend the Arista brand within a targeted list of enterprise accounts in the San Francisco Bay area.
Use a consultative selling approach with key client stakeholders to address business needs involving hybrid cloud computing and siloed legacy IT systems across Arista’s product portfolio.
Meet with key 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, such as happy hours, lunch-and-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.