Major Account Manager

Arista Networks•Pittsburgh, PA

16h

About The Position

Arista Networks is seeking a Major Account Manager to join its Sales organization in Pittsburgh. The role is responsible for serving as a trusted advisor to a large major financial customer and developing relationships with executives, decision-makers, and end users to expand Arista’s footprint. The position represents Arista to customers and aligns technical resources to help achieve customer business outcomes. The Major Account Manager works closely with Customer Engineers, Professional Services, Executive teams, technology partners, and sales colleagues. The role uses a consultative, value-based sales approach to identify customer challenges and position Arista’s data-driven networking solutions. It requires technical acumen and experience selling data center solutions, as well as the ability to manage complex enterprise sales cycles and territory relationships.

Requirements

BS/BA degree or equivalent.
At least 7 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 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.

Responsibilities

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.
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 up to date on technology partner solutions, competing solutions, and competitor strategies.