Major Account Manager - Service Provider

About the role

Arista Networks is seeking a highly motivated and experienced Major Account Manager to enhance our Regional Service Provider sales team. This role will focus on managing a key Service Provider account while also engaging with other clients in the Mountain region, which includes Arizona, Colorado, Utah, and Idaho. The position demands a consultative selling approach to effectively address the specific challenges faced by Regional Service Providers, delivering customized technology solutions that meet their needs.

Key facts

What you'll do

• Exceed established sales objectives while actively promoting the Arista brand among Regional Service Providers and securing new business opportunities.
• Employ a consultative sales methodology to engage clients, addressing their requirements related to hybrid cloud environments and legacy IT infrastructures through Arista's diverse product range, which includes high-performance data centers, campus solutions, and advanced 800G Etherlink AI networking platforms.
• Build relationships with key stakeholders and decision-makers to effectively communicate the value that Arista brings to the table.
• Collaborate closely with systems engineers to devise and present innovative solutions that minimize total ownership costs for clients.
• Partner with technology collaborators to pinpoint potential clients and demonstrate exemplary solutions that meet their needs.
• Establish and nurture critical channel partnerships within your assigned geographical area.
• Formulate strategic account plans based on regular business assessments and reviews with clients.
• Execute demand generation activities, including hosting events and technology forums to engage potential clients.
• Work alongside marketing teams to implement effective promotional strategies and best practices.
• Stay updated on technology partner solutions, competitor products, and market trends to maintain a competitive edge.

Requirements

• A Bachelor's degree or equivalent experience is required, along with at least 7 years of experience in technology sales.
• A proven track record of selling to both large and regional Service Providers is crucial for this role.
• Demonstrated success in direct sales within the designated territory, consistently achieving or surpassing sales targets.
• Relevant experience in data center or networking technologies (LAN/WAN, SDN) from a technology partner, competitor, channel partner, or end-user perspective is essential.
• An established network and relationships within the assigned territory are necessary for success.
• Strong interpersonal skills are required to effectively engage with individuals at all levels of an organization.
• Previous sales experience and technical knowledge in areas such as Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure, or Cloud computing are highly desirable.

Nice to have

• Experience with cloud service providers or telecommunications companies.
• Familiarity with emerging technologies and trends in the networking and data center space.
• Previous experience in a consultative sales environment.
• Knowledge of competitive landscape and market dynamics in the technology sector.
• Ability to work independently and manage multiple priorities effectively.

Skills & tools

• Proficiency in CRM software and sales enablement tools.
• Strong analytical skills to assess market conditions and client needs.
• Excellent presentation and communication skills, both written and verbal.
• Ability to develop and maintain relationships with key stakeholders.
• Familiarity with data analysis and reporting tools to track sales performance.

Practical notes

Arista Networks is dedicated to creating a diverse and inclusive workplace environment. We are an equal opportunity employer and make all hiring decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other characteristic protected by law. All applicant information will be handled confidentially in accordance with EEO guidelines.

Compensation Information

The base salary for this position ranges from $126,000 to $166,000. The final salary will be determined based on various factors, including skills, qualifications, relevant experience, and geographic location within the United States. This salary range reflects the base pay and may also include discretionary bonuses, commissions, equity, and a comprehensive benefits package that encompasses medical, dental, vision, wellness programs, tax savings, and income protection. Further details will be shared by the recruiting team throughout the hiring process.