Professional Services Business Development Manager (BDM)

Professional Services Business Development Manager Alternate Locations: Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN | Atlanta, GA What You’ll Do As part of Arista Networks’ Professional Services organization, you will manage the PS Pre‑Sales process, engaging customers and internal stakeholders to grow and deliver professional services. Your responsibilities include presenting solutions, scoping engagements, negotiating contracts, building pipeline, and collaborating with Sales, Product Management, Legal, Finance, and PS resources. Markets/performance/promotes PS offerings to Customers, Partners and Sales Teams Acts as SME on PS Pre‑Sales: Positioning, Proposals, Process & Pricing; oversees pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, and SOW generation Monitors post‑sales deliverables for consistency with sold solutions and provides feedback on pre‑sales process Negotiates business terms and contracts – leads PS interface with Legal and Finance Reviews and provides pricing & discounting to management; business reviewer/approver of contracts Provides pre‑sales pipeline reporting and overall PS pre‑sales status reporting Provides awarded project handoff to PS PMs and delivery resource planning; monitors response times and deliverable quality Trained on Arista Sales methodologies and solutions 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 innovative, yet realistic solutions to meet customers’ needs Maintain knowledge of PS deliverable metrics and capabilities Effectively manage multiple requests for Professional Services Pre‑Sales support Create and manage scoping teams to address customer requirements Oversee and manage regional PS pipeline Integrate and propose additional Arista Networks services and products to customers when appropriate (e.g., training, maintenance contracts, resident engineering services) Collaborate with Sales and PS Delivery Review master agreements and coordinate with Sales Ops, Legal, Finance, and others as required Lead PS Pre‑Sales team to improve the pre‑sales process and generate/update templates and artifacts for scalable growth Qualifications Minimum 10+ years providing and selling professional services solutions, preferably in data center, campus, SD‑WAN networking 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 Previous experience writing Statements of Work (SOW) and responding to RFP requests Proficiency with G Suite Tools, Kantata, Salesforce CRM Willingness to travel nationally and internationally as required Preferred education: MBA or technical degree (e.g., Bachelor of Science) or equivalent; PMI or project‑management related certifications desirable Skills and Competencies Strong management experience – account planning, solution development for complex projects, team building, and conflict management Excellent communication skills with customers and internal technical and sales teams, heavy emphasis on presentations, negotiations, and contracting; sales leadership experience, organizational and motivational skills Strong writing skills for articulating proposed solutions and representing processes and tasks in contracts and statements of work Business acumen related to budgeting, financial and legal reviews, contracting, and purchasing In-depth knowledge of customer verticals, UCN solutions, and professional services‑led delivery engagements Knowledgeable in high‑performance networking and switching systems Knowledgeable of Salesforce pipeline management, project management, and reporting tools 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 local laws. All your information will be kept confidential according to EEO guidelines. #J-18808-Ljbffr Arista Networks Inc