Major Account Manager

Arista Networks•Orlando, FL

About The Position

Arista Networks is seeking a proven Major Account Manager to join its Sales organization and exceed sales targets across typically 5–20 enterprise accounts in the San Francisco area. The role uses a consultative selling approach to address customers’ business needs, including hybrid cloud computing and legacy IT systems, through Arista’s networking, automation, monitoring, and security portfolio. The Major Account Manager acts as a trusted advisor to customers and aligns Arista technical resources to support customer business outcomes. The role typically reports to a Regional Sales Manager or Area VP of Sales.

Requirements

BS/BA degree or equivalent.
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: networking, SDN, NFV, switching, network automation, routing, data center, edge computing, network virtualization, hyper-converged infrastructure, or cloud computing.
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.

Responsibilities

Exceed 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 across Arista’s product portfolio.
Meet with 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, 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.