Channel Development Manager

Arista Networks; Paris; Sur place; EUR 60 000 - 100 000; Plein temps

Résumé du poste

An established industry player is seeking a dynamic Channel Development Manager to drive partner revenue growth and enhance brand awareness. This role involves building strong relationships with strategic partners, executing business plans, and contributing to a world-class channel program. The ideal candidate will possess a hunter mentality, excellent interpersonal skills, and a strong business acumen. If you're passionate about shaping the future of networking and thrive in a fast-paced environment, this opportunity could be your next career milestone.

Qualifications

• 3+ years of experience in channel management or vendor sales in the network industry.
• Strong interpersonal skills and business acumen are essential.

Responsabilités

• Drive partner-initiated revenue growth with strategic channel partners.
• Conduct ongoing business planning and manage partner relationships.

Connaissances

Channel Management

Sales Development

Interpersonal Skills

Business Acumen

Presentation Skills

Relationship Building

Formation

BS/CS/BA Degree

Description du poste

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus, and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

At Arista, we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

Job Description

Who You’ll Work With

As a Channel Development Manager at Arista Networks, your primary responsibility will be to drive partner-initiated revenue growth with our most strategic channel partners. Utilize your exceptional presentation and relationship-building skills to convey Arista’s value proposition (spanning Data Center, Campus, and Network Observability) to a diverse group of sales and technical staff while conducting ongoing sales enablement.

You’ll be an integral member of the regional sales team, ensuring that we maximize field collaboration with our ‘go-to’ partners. Leading candidates will possess strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit.

At Arista, we’re committed to facilitating a disruptive shift in the way organizations design, deploy, and operate their enterprise networks—whether private, public, cloud-native, or multi-cloud. This is no simple undertaking, which is why we’re seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are.

Your activities will center on building solid rapport with partners to achieve measurable results in brand awareness across the channel, increased revenue, and expanded share in the campus market. Your success in this role will involve creating and executing extraordinary business plans with each focus partner. You’ll be measured primarily on the joint business outcomes with your regional partners while demonstrating your ability to work across all levels within the partner organization.

The channel organization at Arista is a strategic pillar for our continued growth and leadership position in Software-Driven Cloud Networking and a critical component to accomplishing our mission. Channel development is an extension of our regional sales teams, with a laser-focused objective of empowering our esteemed channel partners to successfully identify opportunities for collaboration to position Arista’s acclaimed products and services. This team is tasked with extending our industry-recognized achievements in Data Center into the Campus/Edge.

If you’re looking for a unique opportunity to be part of a fun and spirited team, putting your fingerprint on building a world-class channel, thriving in an exciting fast-moving market, and making a difference with all your hard work, Arista could be a perfect match!

What You'll Do

• Develop and leverage executive partner relationships and continuously increase Arista’s mindshare across the organization
• Generate enthusiasm and drive among partner sales and engineering teams to sell Arista products and services
• Maintain a systematic cadence with ELITE and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels
• Manage and oversee Arista partners in the region, conducting ongoing business planning
• Participate actively and contribute to the sales process with partners
• Complete and review quarterly business plans for each focus partner with KPIs
• Be acutely accountable for jointly-developed goals
• Conduct bi-weekly reviews of partner-initiated opportunities
• Manage and enforce program-level compliance with up-leveled partners
• Build, administer, and deliver accreditation training for partner sales and technical staff
• Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business
• Oversee MDF funding allocation, resourcing, and logistics to drive success in partner demand generation activities
• Engage key partners to develop proficiencies in delivering services around Arista solutions
• Ensure the partner portal is equipped with the right assets for effective communication of Arista’s value proposition
• Recruit, enlist, and enable new partners

Qualifications

• 3+ years of channel management experience or vendor sales within the network industry
• BS/CS/BA Degree or equivalent, with a background in sales or business development
• Excellent interpersonal and facilitation skills
• Desire to contribute to building a world-class channel program
• Tenacious and assertive ‘hunter’ mentality—just get it done!
• Ability to switch between business value conversations with sales executives and technical discussions with SEs & SAs
• Strong business acumen
• Availability for impromptu partner meetings across the region, with 50%+ travel (local & regional)
• Fluent in English and French