Job Description

We are seeking a Senior Account Manager to join our growing sales organization. In this role you will utilize a consultative sales approach to focus on large divisions/geographies within the DC Metro Region, cultivate client relationships for enterprise named accounts in addition to the development of new white space accounts. You will bring with you deep experience of working with Fortune 500 organizations and Global businesses with a footprint in the DMV.

***We are seeking candidates based in the DC metro area for this role***

This role requires an individual who is a self-starter and can demonstrate sales leadership skills, and an ability to grow the revenue contribution on a quarter-by-quarter basis while building a pipeline of opportunity for the coming year. In addition, the successful candidate will need to build a credible channel to market through appointed Arista VARs’. 
Key to the candidate’s success will be their ability to identify and qualify major IT spends of Fortune 500 companies within a territory and build a strong engagement plan which creates pipeline opportunities across Arista’s entire portfolio.

Job Responsibilities:

● Exceed measurable sales objectives and extend the Arista brand within named new log enterprise 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 Cloud Networking solutions, CloudEOS (OpenSource Network OS), Cognitive Campus Networking, Wifi networking, and CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)
● 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.

The team: This position will report to a Regional Manager of Sales. 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

● At least 10+ years of experience in a similar vendor role selling networking technology into Fortune 500 customers.
● Knowledge of and relationships with large enterprises in the DMV region
● 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 Director level sales contacts within the customer base/GEO.
● Be willing and able to build a strong relationship and drive joint pipeline building activities with key Eco-System partners within the Region.
● Able to direct, build, and manage a Demand Creation campaign for the Territory.
● Understand the dynamics of building a business, of investing when necessary and balancing top-line growth with expense line management
● 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.