Major Account Manager

Arista Networks•Pittsburgh, PA

About The Position

Arista Networks is seeking a high-performing enterprise technology sales professional to join its Sales organization in Pittsburgh. The Major Account Manager will act as a trusted advisor to a large major financial customer, developing executive-level relationships and expanding Arista’s footprint. The role focuses on winning new business, growing strategic relationships, and selling networking technology to C-level and senior IT executives. As a member of the Arista Sales team, the role represents Arista to customers and champions their business needs by aligning technical resources to deliver customer outcomes. The position partners with Customer Engineers, Professional Services, executive teams, technology partners, and channel partners. It typically reports to a Regional Sales Manager or Area VP of Sales.

Requirements

Bachelor of Science or Bachelor of Arts degree, or equivalent.
At least 7 years of technology sales experience.
Proven success directly selling into target accounts within 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, hyper-converged 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 key decision-makers.
Use consultative, value-based selling to identify business challenges and present Arista networking solutions.
Meet with influencers, decision-makers, and C-level executives to present Arista’s value proposition.
Work with 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 colleagues on marketing plans and best practices.
Stay current on technology partner solutions, competing solutions, and competitor strategies.