Professional Services Business Development Manager (BDM)

Arista Networks•Columbus, OH

6h•Remote

About The Position

As part of the Arista Networks Professional Services organization, a Professional Services Business Development Manager (PS BDM) is responsible for managing the PS Pre-Sales process and requires sales and technical expertise to actively engage with Arista Customers to create deliverables ranging from network solution and capabilities presentations, proposals and contracts. In this capacity, the PS BDM is accountable for growing and managing the PS pipeline with close interactions with Customers, Sales, Arista Professional Service Advisors, Marketing and PLM. Primary activities include: 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. The PS BDM will work closely with the PS Technical Leads and engineers to appropriately scope the proposed engagements. An additional key interaction is with PS resource planning. Key indicators for success include building pipeline, increasing close rates, Customer and Sales teams satisfaction, building PS mind-share and increasing PS awareness in our Sales organization and with Customers. Markets/promotes/positions PS offerings to Customers, Partners and Sales Teams SME on PS Pre-Sales: Positioning, Proposals, Process & Pricing Oversees: Pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation and other artifacts depending on the sales stage Monitors post-sales deliverables for consistency in content with the solutions sold and feedback on pre-sales process Negotiates business terms and contracts – lead PS interface w/ Legal and Finance Leads, mentors and guides PS pre-sales engagements Reviews and provides pricing & discounting to management Business reviewer/approver of contracts Pre-sales pipeline reporting and overall PS pre-sales status reporting Provides awarded project handoff to PS PMs and delivery resource planning Monitor response times and deliverable quality Trained on Arista Sales methodologies and solutions The following tasks will be performed by the BDM as part of some or all engagements: 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 Have a working knowledge of the PS deliverable metrics and capabilities 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

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
Ongoing network vendor products training/certifications
PMI or project management-related certifications are desirable

Responsibilities

Manage the PS Pre-Sales process
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
Identify network data center, campus, and SD-WAN solutions
Create responses to RFPs
Position and develop customized solutions for Customers
Work closely with PS Technical Leads and engineers to appropriately scope proposed engagements
Interact with PS resource planning
Market/promote/position PS offerings to Customers, Partners and Sales Teams
Serve as 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
Monitor post-sales deliverables for consistency in content with solutions sold and feedback on pre-sales process
Negotiate business terms and contracts
Lead PS interface with Legal and Finance
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
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
Collaborate with Sales and PS Delivery
Review master agreements and coordinate with Sales Ops, Legal, Finance and others
Lead PS Pre-Sales team to improve the pre-sales process and generate and update templates and artifacts