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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 sales strategies, capture efforts, and relationship development with both customers and Federal Systems Integrators (FSIs).
Key responsibilities include:
- Leveraging Federal sales expertise to lead sales strategies and meet revenue goals across assigned civilian agencies
- Identifying, developing, and closing sales opportunities across Arista's product portfolio: Data Center Networking, Virtual Networking, Campus Networking, Cloud Vision (network automation & telemetry), Cognitive WiFi, Network Detection and Response, and Endpoint Security
- Conducting consultative selling and solution development to address Federal customer needs
- Establishing productive relationships with key personnel in assigned agencies
- Creating and executing targeted account plans in concert with partner managers and sales engineering teams
- Developing a measurable 3-year Arista business plan focused on Federal sales revenue growth
- Managing and aligning year 1–3 business priorities across named account territories
- Creating marketing plans aligned with named accounts and territory
- Coordinating involvement of sales operations, service, and management to meet account performance objectives
- Traveling 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 and through Federal Systems Integrators (FSIs)
- In-depth knowledge of Federal procurement programs and strategies for capturing and pursuing opportunities within the Federal Government and FSIs
- 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 technologies (routing, switching, SDN, SD-WAN, campus networks, network virtualization, NFV) and data center/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
- Willingness to travel to customers and partners by air and land
- U.S. citizenship required; background checks and potential clearance processes required. Active security clearances (TS/SCI) preferred but not mandatory.
