Professional Services Business Development Manager (BDM)

Arista Networks • Columbus, OH

4d • Hybrid

About The Position

Arista Networks is seeking a Professional Services Business Development Manager (PS BDM) to join its Professional Services organization. This role is responsible for managing the PS Pre-Sales process, requiring sales and technical expertise to engage with Arista Customers. The PS BDM will create deliverables such as network solution and capabilities presentations, proposals, and contracts. This role is accountable for growing and managing the PS pipeline through close interactions with Customers, Sales, Arista Professional Service Advisors, Marketing, and Product Management (PLM). Key activities include PS services presentations, network data center, campus, and SD-WAN solution identification, responding to RFPs, and positioning/developing customized solutions for Customers. The PS BDM will collaborate closely with PS Technical Leads and engineers to scope proposed engagements and will also interact with PS resource planning. Success will be measured by pipeline building, increased close rates, Customer and Sales team satisfaction, building PS mind-share, and increasing PS awareness within the Sales organization and with Customers.

Requirements

• Minimum 10+ years providing and selling professional services solutions preferably for data center, campus, SD-WAN networking migrations and deployments.
• Experience in managing Customers through the sale and delivery of large projects in the Enterprise or Service Provider markets.
• Strong writing, presentation and contract negotiation skills.
• Previous experience with writing Statements of Work (SOW) and responding to RFP requests.
• G Suite Tools, Kantata, SalesForce CRM tool usage skills required.
• Able to travel nationally and internationally, as required.
• Strong management experience – Account planning, developing solutions for complex projects, team building and conflict management.
• Excellent communication skills with both Customers and internal technical and sales teams with heavy emphasis on presentations, negotiations and contracting.
• Sales leadership experience, organizational and motivational skills.
• Strong writing skills primarily in articulating a proposed solution and representing process and tasks in contracts/statements of work.
• Strong business skills related to budgeting, financial and legal reviews, contracting, purchasing.
• Strong knowledge in Customer verticals, UCN solutions and professional services-led delivery engagements.
• Knowledgeable in high-performance networking and switching systems.
• Knowledgeable of Salesforce pipeline management, project management and reporting tools.

Nice To Haves

• MBA or Technical Degree (e.g., Bachelor of Science) or equivalent preferred, along with ongoing network vendor products training/certifications.
• PMI or project management-related certifications are desirable.

Responsibilities

• Act as a vital cross-functional bridge, collaborating closely with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions.
• Engage directly with Customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms.
• Align with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.
• Manage the PS Pre-Sales process, requiring sales and technical expertise to actively engage with Arista Customers to create deliverables ranging from network solution and capabilities presentations, proposals and contracts.
• Grow and manage the PS pipeline with close interactions with Customers, Sales, Arista Professional Service Advisors, Marketing and PLM.
• Perform PS services presentations, network data center, campus, and SD-WAN solution identification, creating responses to RFPs and daily interactions to position and develop customized solutions for Customers.
• Work closely with the PS Technical Leads and engineers to appropriately scope the proposed engagements.
• Work closely with PS resource planning.
• Market/promote/position PS offerings to Customers, Partners and Sales Teams.
• Serve as an SME on PS Pre-Sales: Positioning, Proposals, Process & Pricing.
• Oversee: Pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation and other artifacts depending on the sales stage.
• Monitor post-sales deliverables for consistency in content with the solutions sold and feedback on pre-sales process.
• Negotiate business terms and contracts – lead PS interface w/ Legal and Finance.
• Lead, mentor and guide PS pre-sales engagements.
• Review and provide pricing & discounting to management.
• Act as business reviewer/approver of contracts.
• Provide pre-sales pipeline reporting and overall PS pre-sales status reporting.
• Provide awarded project handoff to PS PMs and delivery resource planning.
• Monitor response times and deliverable quality.
• Respond to Professional Services sections of RFPs.
• Perform Customer presentations of PS Solutions.
• Lead the needs analysis and outline process flows for PS delivery options.
• Craft proposals, SOWs and contracts.
• Create innovative, yet realistic solutions, to meet Customers’ needs.
• Effectively manage multiple requests for Professional Services Pre-Sales support.
• Create and manage scoping teams to effectively address Customer requirements.
• Oversee and manage regional PS pipeline.
• Integrate and propose additional Arista Networks services and products to Customers when appropriate, such as formal training, maintenance contracts, resident engineering services, etc.
• Effectively and collaboratively work with Sales and PS Delivery.
• Review master agreements and coordinate with Sales Ops, Legal, Finance and others as required.
• Lead PS Pre-Sales team to improve the pre-sales process and generate and update the appropriate templates and artifacts to allow the business to grow in a scalable way.

Benefits

• Diversity programs
• Employee discount programs
• Health insurance
• Life insurance
• Vision insurance
• Dental insurance
• Paid holidays
• Great Place to Work Survey for Best Engineering Team and Best Company for Diversity, Compensation, and Work-Life Balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior