Named Account Manager

Job Description

What Will You Do?

Arista Networks is seeking an accomplished Named Account Manager who has a proven track record of selling into SLED accounts. This role will focus on State of Texas agencies and Higher Education.  

This role requires an individual who is a self-starter demonstrating sales leadership skills, and the ability to grow the regional business within SLED accounts. In addition, the successful candidate will need to build a credible channel to market through appointed Arista VAR’s. 

Key to the candidate’s success will be their ability to identify pain points, and qualify IT spends of SLED organizations within a territory and build a strong engagement plan which creates pipeline opportunities across Arista’s entire portfolio.  

• Exceed measurable sales objectives and extend the Arista brand within a named list of SLED accounts in the Texas area. 
• 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.
• Generate new opportunities and sales presentations for Arista’s software-driven Cloud networking solutions for Data Center, Campus and WAN Routing based network solutions in addition to our Network Automation platform, Fabric Monitoring solutions and Network Security (Awake Security)
• Meet with key decision-makers, and C-levels to present Arista’s value proposition.
• Partner with the Arista Systems Engineering team to design and position compelling solutions that drive down the total cost of ownership.
• Collaborate with channel 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.  

The team: This position will typically report to the Regional Sales Director. You will be part of a team that includes the best field engineers in the cloud networking industry. And, you will have the support of our industry-leading Arista TAC, proof-of-concept resources, and executive team.

Qualifications

Who Are You?

You are a driven, customer centric technology Sales professional with a proven track record of exceeding your sales targets. You are a trusted advisor to your customers and are passionate about technology and the opportunity to sell next generation technologies.

• Direct sales experience in a similar vendor (OEM) role selling technology with specific experience selling into SLED customers.  
• Track record of achieving and exceeding sales quotas against targets.
• Ability to discuss Arista’s value proposition at an initial exploratory level meeting and also have the ability to engage at C Level with any end-user.
• Familiar with current industry trends and speak with authority regarding the role of Virtualization, SDN / SDWAN, Cloud, and DC/CAMPUS networking technologies/trends.
• Have executive level sales contacts.
• Be willing and able to build a strong relationship and drive joint pipeline building activities with key ecosystem partners within the region.
• Able to direct, build, and manage a Demand Creation campaign for the Territory.
• Strong work ethic and winning mentality.
• Articulate in communicating the steps and dependencies to closure, while managing expectations via accurate Forecasting/ reporting and open communication within Arista, Channel, and Eco / Business partners.
• You possess a stable work history