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Arista Networks is seeking a Major Account Manager to join its Sales organization in Pittsburgh. You will serve as a trusted advisor and internal champion for major financial customers, fostering relationships at the Executive, VP, and end-user levels to expand Arista's footprint and drive revenue growth.
In this role, you will act as the face of Arista to customers, aligning the company's technical resources—including Customer Engineers, Professional Services, and Executive teams—to achieve customer business outcomes. You will take a consultative, value-based selling approach to uncover business challenges and demonstrate how Arista's data-driven networking solutions address the network demands created by AI/ML, Big Data, and siloed IT systems.
Key responsibilities include:
- Exceed aggressive sales objectives by developing new opportunities, expanding existing relationships, and penetrating new accounts
- Build trusted relationships with CIOs, CTOs, network leaders, infrastructure executives, architects, and other key decision-makers
- Meet with key influencers, decision-makers, and C-level executives to present Arista's value proposition
- Work with Arista systems engineers to design and position compelling solutions that drive down 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
- Conduct demand generation activities such as happy hours, lunch-n-learns, and technology forums
- Collaborate with Arista peers on marketing plans and best practices
- Stay current with technology partner solutions, competing solutions, and competitor strategies
You will be part of a collaborative sales culture focused on team success, reporting to a Regional Sales Manager or Area VP of Sales.
REQUIREMENTS:
- BS/BA degree or equivalent
- 7+ years of technology sales experience
- Proven track record of direct selling into target accounts within assigned territory and exceeding sales targets
- Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner, or end user (required)
- Strong existing relationships and rolodex within the territory
- Excellent people skills and ability to build relationships at all 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
