Major Account Manager - Service Provider

Job Description

Job Description

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. Arista is a well-established and profitable company with over $8 billion in revenue. Arista’s award-winning platforms, ranging in Ethernet speeds up to 800G bits per second, redefine scalability, agility, and resilience.  Arista is a founding member of the Ultra Ethernet consortium. We have shipped over 20 million cloud networking ports worldwide with Cloud Vision and EOS, an advanced network operating system. Arista is committed to open standards, and its products are available worldwide directly and through partners.

At Arista, we value the diversity of thought and perspectives each employee brings. We believe 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 the Great Place to Work Survey for Best Engineering Team and 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 quality and performance standards in everything we do.

Job Description

Who You'll Work With

We are seeking a proven, motivated and results driven Major Account Manager to join our growing Regional Service Provider (RSP) sales team. In this role you will be responsible for engaging with both a large Service Provider account and other Regional Services Providers customers in the Mountain region (AZ, CO UT, ID) utilizing a consultative selling approach with key client stakeholders to address the business needs and challenges of RSP’s to provide technology solutions. This role requires a deep understanding of our technology products and the ability to articulate complex technical solutions that span across routing, switching, security and cloud computing..

Alternate Locations: Salt Lake City, UT | Phoenix, AZ

What You'll Do

Job Responsibilities:

Exceed measurable sales objectives and extend the Arista brand within Regional Service Providers (ISP, Cloud Provider) customers in the Mountain region 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 high performance Data Centers, Campus (Wired and Wireless WI-FI), and our 800G Etherlink AI networking platforms.
• 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.

Minimum Job Requirements:

• BS/BA degree or equivalent in addition to 7+ years of technology sales experience.
• Previous experience selling into both large (Lumen, Charter) and regional Service Providers required.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• You possess 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 salary range of $126,000 to $166,000. The actual salary offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and US location. The salary range provided reflects the base salary and in addition may also be eligible for discretionary Arista bonuses, commissions, equity, and 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 stands out as an engineering-centric company. Our leadership, including founders and engineering managers, are all engineers who understand sound software engineering principles and the importance of doing things right.

We hire globally into our diverse team. At Arista, engineers have complete ownership of their projects. Our management structure is flat and streamlined, and software engineering is led by those who understand it best. We prioritize the development and utilization of test automation tools.

Our engineers have access to every part of the company, providing opportunities to work across various domains. Arista is headquartered in Santa Clara, California, with development offices in Australia, Canada, India, Ireland, and the US. We consider all our R&D centers equal in stature.

Join us to shape the future of networking and be part of a culture that values invention, quality, respect, and fun.

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.