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Arista Networks is seeking an experienced Major Account Manager to join its Sales organization and serve as a trusted advisor to enterprise customers in the San Francisco Bay Area. You will manage a portfolio of 5–20 enterprise-level accounts, driving consultative sales strategies to exceed revenue targets and expand Arista's market presence.
In this role, you will act as the primary customer champion, aligning Arista's technical resources—including Customer Engineers, Professional Services, and Executive teams—to deliver business outcomes. You will leverage a consultative selling approach to address hybrid cloud computing and legacy IT modernization challenges across Arista's comprehensive product portfolio: Software-Driven Cloud Networking platforms, EOS (Open Source Network OS), Cognitive Campus Networking, Wi-Fi Campus networking, Cloud Vision (Network Automation & Telemetry), Network Monitoring Fabric solutions, and AI-driven Network Identity Access security solutions.
Key responsibilities include: exceeding measurable sales objectives; meeting with key influencers, decision-makers, and C-level executives to present Arista's value proposition; collaborating with systems engineers to design solutions that reduce total cost of ownership; establishing and managing channel relationships; formulating strategic account plans based on periodic business reviews; conducting demand generation activities (happy hours, lunch-n-learns, technology forums); and staying current with technology partner solutions, competitive offerings, and market strategies.
You will work within a collaborative sales culture supported by Regional Sales Managers or Area VPs of Sales, partnering with skilled peers on marketing initiatives and best practices.
Requirements:
- Bachelor's degree (BS/BA) or equivalent
- 7+ years of technology sales experience
- Proven track record of direct selling into target accounts and exceeding sales targets
- Required: relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner, or end user
- Strong existing relationships and rolodex within the territory
- Excellent people skills and ability to build relationships at all organizational levels
- Previous selling experience and technical acumen in one or more of: Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged Infrastructure, or Cloud Computing
- Hunter mentality with proven ability to cultivate existing customer relationships and penetrate new logo accounts
