Territory Account Manager

Awake Security; London; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading company in cloud networking solutions is seeking a Territory Account Manager to drive sales and manage enterprise accounts in the UK. The ideal candidate will leverage a consultative sales approach to build relationships and exceed sales targets. This role requires a deep understanding of networking technology and the ability to engage with C-level executives. Join a collaborative sales team focused on innovation and customer success.

Qualifications

• At least 5 years of experience in selling networking technology.
• Knowledge of networking equipment and data center solutions preferred.

Responsibilities

• Develop Go-To-Market strategies to exceed sales objectives.
• Utilize a consultative selling approach with stakeholders.
• Collaborate with technology partners to identify prospects.

Skills

Networking Technology

Relationship Building

Consultative Selling

Sales Quotas

Education

Bachelor's Degree in CS or BBA

Tools

SD-WAN

Cloud Networking

Network Virtualization

Job 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.

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

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. We pride ourselves on our track record of success and strive to maintain the highest standards of quality and performance.

Job Description

Who You'll Work With

Arista Networks is a pioneer and industry leader in delivering software-driven Cloud Networking solutions.

We are seeking a Territory Account Manager to join our growing Sales organization. In this role, you will use a consultative sales approach to cultivate client relationships and manage relationships with new enterprise accounts. You should have deep experience working with enterprise and commercial organizations, including global businesses with a footprint in the UK.

Your remit will be to win and grow new business across a portfolio of accounts, with experience from verticals such as Transportation, Manufacturing, Construction, and Real Estate.

Arista appeals to forward-thinking organizations that value quality and innovation. Consequently, technical acumen and a track record of selling network solutions are highly desirable.

As a member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for solving their problems. You will align Arista’s technical resources to achieve your customer’s business outcomes. You’ll partner with skilled Customer Engineers, Professional Services, and our Executive teams to help them understand how to execute on your customer’s behalf. Our sales culture emphasizes team success, collaboration, and support from like-minded professionals.

What You'll Do

1. Develop Go-To-Market strategies for your territory to exceed sales objectives and enhance the Arista brand.
2. Utilize a consultative selling approach with key stakeholders to address business needs related to hybrid cloud computing and legacy IT systems, including Arista’s product portfolio such as Cloud Networking solutions, CloudEOS, Cognitive Campus Networking, Wifi networking, CloudVision, and Monitoring Fabric solutions.
3. Meet with key influencers, decision-makers, and C-level executives to present Arista’s value proposition.
4. Work with Arista systems engineers to design and position compelling solutions that reduce total cost of ownership.
5. Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions.
6. Establish and manage key channel relationships within your territory.
7. Formulate strategic and tactical account plans based on periodic reviews with prospects and customers.
8. Conduct demand generation activities such as happy hours, lunch-and-learns, and technology forums.
9. Collaborate with peers on marketing plans and best practices.
10. Stay updated on technology partner solutions, competing solutions, and competitor strategies.

Qualifications

• At least 5 years of experience in a vendor or partner role selling networking technology to Enterprise and Commercial customers.
• Knowledge of selling networking equipment (Routers, Switches, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV), data center, and/or network automation solutions is preferred. Proven success in achieving and exceeding sales quotas.
• Ability to discuss Arista’s value proposition at initial meetings and engage at all levels with end-users.
• Familiarity with current industry trends and the role of Virtualization, SDN, and Cloud.
• Strong work ethic and a winning mentality.
• Bachelor's Degree (BA/BS) in CS, BBA, or equivalent; additional commercial or technical education is advantageous.
• Proven ability to navigate end-user requirements through contracting and resale processes.
• Excellent relationship-building skills at all organizational levels.
• Track record of building business plans, documenting processes, and exceeding sales targets.
• Passion for storytelling and presenting the Arista story convincingly.
• Technical knowledge or background is highly desirable.