Major Account Manager

Arista Networks; Cleveland (OH); On-site; USD 103,000 - 160,000; Full time

Job summary

Arista Networks is seeking a Major Account Manager to join our growing Sales organization in the Greater Cleveland area. You will champion customer needs, align Arista’s technical resources to achieve business outcomes, and partner with Customer Engineers, Professional Services and Executive teams to execute on behalf of your clients.

You will meet with key influencers and C-levels, develop strategic account plans, and use a consultative selling approach to win in hybrid cloud and data center

Qualifications

• Hunter mentality with proven tech sales track record.
• Experience cultivating relationships with existing customers and new logos.
• BS/BA degree or equivalent with 8+ years of tech sales experience.
• Experience selling into data center or networking (LAN/WAN, SDN).
• Strong relationships within the territory.
• Excellent people skills and ability to engage at all levels.

Responsibilities

• Exceed measurable sales objectives and expand Arista in Fortune 1000 accounts and new logos.
• Use consultative selling to address business needs of hybrid cloud and legacy IT.
• Meet with influencers and C-levels to present Arista value.
• Collaborate with systems engineers and partners to design solutions and reduce TCO.
• Develop account plans and conduct demand generation activities.
• Stay up-to-date with partner solutions and competitor strategies.

Skills

Hunter mentality

Tech sales

Relationship building

Consultative selling

Networking / Data Center

C-level engagement

Education

BS/BA degree or equivalent

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 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.

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.

Job Description

Who You’ll Work With

As a team member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve your customer’s business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer’s behalf. Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Manager or Area VP of Sales.

What You’ll Do

We are seeking a Major Account Manager to join our growing Sales organization. This role will be instrumental in growing the Arista brand within the Greater Cleveland area.

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

Job Responsibilities:

Exceed measurable sales objectives and extend the Arista brand within Fortune 1000 accounts in addition to developing new logo accounts.

You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including, Software-Driven Open Networking switching platforms or high performance Data Centers and Campus networks including our Cognitive Campus WI-FI networking solution in addition to the DANZ Monitoring Fabric and Network Detection & Response (NDR) and End Point Security solutions.

Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.

Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.

Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions

Establish and manage key channel relationships in your territory.

Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.

Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.

Collaborate with Arista peers on marketing plans and best practices.

Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Qualifications

You possess a hunter mentality and have a proven track record of technology sales including cultivating relationships with existing customers in addition to penetrating new logo accounts. You are an influencer and possess the ability to act as a trusted advisor to deliver business value to both end users and key business stakeholders.

Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.

BS/BA degree or equivalent in addition to 8+ years of technology sales experience.

Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets

Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a requirement.

Strong rolodex and relationships within the territory

Excellent people skills and ability to build relationships at all levels

You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

Compensation Information

The new hire base pay for this role has a pay range of $103,000 to $160,000

Arista offers different pay ranges based on work location, so that we can offer consistent and competitive pay appropriate to the market. The actual base pay offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and work location.

The pay range provided reflects base pay only and in addition certain roles may also be eligible for discretionary Arista bonuses and equity. Employees in Sales roles are eligible to participate in Arista’s Sales Incentive Plan, which pays commissions calculated as a percentage of eligible sales. US-based employees are also entitled to benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location.

Additional Information

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.

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