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Salary: USD 132,000 - 180,000 / annual
Arista Networks is seeking a Federal Major Account Manager to drive software-defined cloud networking solutions to U.S. Federal Civilian agencies. You will be aligned to 3-5 Federal Civilian agencies (such as FAA, EPA, Treasury, SSA, DOE, DOJ) and will lead the pursuit, capture, and development of customer and partner relationships with emphasis on vertical and horizontal growth.
Key Responsibilities:
- Leverage Federal Sales background to lead sales strategies and meet revenue goals across multiple Federal Civilian agencies
- Conduct consultative selling and solution development to address Federal customer needs, coordinating involvement of sales operations, service, and management teams
- Identify, develop, and close sales opportunities across Arista's product portfolio including Data Center Networking, Virtual Networking, Campus Networking, Cloud Vision (network automation & telemetry), Cognitive WiFi, Network Detection and Response, and Endpoint Security
- Establish productive, professional relationships with key personnel in assigned agencies
- Create and execute targeted account plans in concert with partner managers and sales engineering teams
- Manage and align year 1 to year 3 business priorities across named account territories
- Develop a 3-year Arista business plan measurable to FED Sales revenue growth
- Create marketing plans aligned with named accounts and territory
- Travel to customers and partners as required
You will report to a Regional Sales Manager or Area VP of Sales and work alongside skilled Customer Engineers, Professional Services, and Executive teams in a collaborative sales culture.
Alternate locations available: Reston, VA (Northern Virginia) or Bethesda, MD.
Requirements:
- Bachelor's degree (BA/BS, CS, BBA) or equivalent
- Minimum 10+ years of Federal Sales experience with strong focus on selling to the Civilian community
- In-depth knowledge of Federal procurement programs and strategies for capturing and pursuing opportunities within the Federal Government and Federal Systems Integrators
- Demonstrated experience strategically selling into U.S. Federal accounts, Federal Systems Integrators, and Managed Service Providers
- Demonstrated leadership skills to lead cross-functional internal teams (Engineering, Legal, Marketing) and external partners
- Proven navigation of end-user requirements definition through contracting and resale processes
- Working knowledge of networking (routing, switching, SDN, SD-WAN, campus networks, network virtualization, NFV), data center, and/or network automation solutions
- Demonstrated people skills and ability to cultivate and maintain relationships at all levels
- Proven track record of building business plans, documenting processes, and exceeding sales targets
- U.S. Citizenship required; background checks and potential clearance processes required. Active security clearances (TS/SCI) preferred but not mandatory
