Professional Services Business Development Manager (BDM)

Professional Services Business Development Manager (BDM) Arista Networks is an industry leader in data‑driven, client‑to‑cloud networking for large data centers, campus and routing environments. With over $8 billion in revenue, Arista delivers high‑performance Ethernet platforms ranging up to 800 Gbits/s and is a founding member of the Ultra Ethernet consortium. Alternate locations: Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN | Atlanta, GA. Job Overview As a Professional Services Business Development Manager, you will act as a cross‑functional bridge between Arista Sales, Professional Services Technical Leads, and Customers. You will manage the PS pre‑sales process, create proposals, negotiate contracts, and work closely with Product Management and Resource Planning to ensure successful project handoff. Key Responsibilities Market, promote, and position PS offerings to Customers, Partners, and Sales Teams. Serve as SME on PS pre‑sales: positioning, proposals, pricing, SOW generation, and contractual documentation. Monitor post‑sales deliverables for consistency in content and provide feedback on the pre‑sales process. Negotiate business terms and contracts, leading the PS interface with Legal and Finance. Review pricing, discounting, and approve contracts. Report on pre‑sales pipeline and overall PS pre‑sales status. Provide project handoff to PS PMs and delivery resource planning. Monitor response times and deliverable quality; ensure scoping accuracy. Train on Arista sales methodologies and solutions. Support PS delivery teams and maintain PS awareness within the sales organization. Role Specific Tasks Respond to Professional Services sections of RFPs. Perform customer presentations of PS solutions. Lead needs analysis and outline process flows for PS delivery options. Craft proposals, SOWs and contracts. Create realistic solutions to meet customer requirements. Manage multiple requests for professional services pre‑sales support. Create and manage scoping teams. Oversee and manage regional PS pipeline. Propose additional Arista services such as training, maintenance, resident engineering, etc. Collaborate with Sales and PS Delivery. Review master agreements and coordinate with Sales Ops, Legal, Finance. Lead the PS pre‑sales team to improve processes and update templates. Qualifications Minimum 10 + years selling professional services, preferably for data center, campus, SD‑WAN migrations and deployments. Experience managing customers through sale and delivery of large projects in enterprise or service provider markets. Strong writing, presentation, and contract negotiation skills. Experience writing Statements of Work (SOW) and responding to RFPs. Proficiency with GSuite, Kantata, and Salesforce CRM. Willingness to travel nationally and internationally. Preferred education: MBA or Bachelor of Science in a technical discipline; PMI or project‑management certifications desirable. Skills and Competencies Account planning, solution development, team building, conflict management. Excellent communication with customers and internal technical/sales teams; heavy emphasis on presentations, negotiations, and contracting. Sales leadership experience and organizational motivation. Strong writing for proposals, contracts, and SOWs. Budgeting, financial and legal review, contracting, purchasing skills. Knowledge of customer verticals, UCN solutions, and professional services‑led delivery engagements. High‑performance networking and switching systems expertise. Proficiency with Salesforce pipeline management, project management, and reporting tools. Arista Networks is an equal‑opportunity employer. We consider all applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor protected by law. All submitted information will be confidential in accordance with EEO guidelines. #J-18808-Ljbffr Arista Networks