Major Account Manager

Arista Networks•Cleveland, OH

About The Position

Arista Networks is seeking a Major Account Manager to grow the Arista brand in the Greater Cleveland area. As a member of the Sales organization, the role serves as a customer advocate, aligning Arista’s technical resources to help customers achieve business outcomes. The account manager works with Customer Engineers, Professional Services, executive teams, technology partners, and sales colleagues to develop and position solutions. The role typically reports to a Regional Sales Manager or Area VP of Sales. The position focuses on growing sales in Fortune 1000 accounts and developing new-logo accounts through consultative selling. The account manager addresses customer needs related to hybrid cloud computing and legacy IT systems with products and solutions across networking, data center, campus Wi-Fi, monitoring, network detection and response, and endpoint security. Technical acumen and experience selling data center solutions are highly desirable.

Requirements

BS/BA degree or equivalent.
At least 8 years of technology sales experience.
Proven record of direct selling into target accounts in 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 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, Hyper-converged Infrastructure, or Cloud Computing.
Proven ability to cultivate relationships with existing customers and penetrate new-logo accounts.
Ability to act as a trusted advisor and 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 Fortune 1000 accounts while developing new-logo accounts.
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.
Create 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 colleagues on marketing plans and best practices.
Stay up to date on technology partner solutions, competing solutions, and competitor strategies.