Major Account Manager DMV Area

Job Description

As a team member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve your customer’s business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer’s behalf.

Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Manager or Area VP of Sales.

We are seeking a proven Major Account Manager to join our growing Sales organization in the Northern VA an Washington DC area. The Major Account Manager role will act as a trusted advisor and implement sales strategies to exceed sales targets within a named list of 15-20 enterprise level accounts in the DMV area.

Arista appeals to forward-thinking organizations that value quality and innovation. Consequently, technical acumen and a track record of selling data center solutions is highly desirable.

• Drive sales strategies to exceed measurable sales objectives and extend the Arista brand within a targeted list of enterprise accounts in the DMV
• 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 Cloud Networking platforms including high performance Data Center, Campus (Ultra Mass WI-FI networking) Velo Cloud SDWAN and AI Networking in addition to Arista Cloud Vision (Network Automation & Telemetry), Network Monitoring Fabric solutions and AI-driven NDR, and Endpoint security solutions.
• 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.

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.

• BS/BA degree or equivalent in addition to 7+ years of enterprise level technology sales experience.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• You possess a direct consultative selling approach with the ability to identify and drive complex sales deals through the entire sales lifecycle with key stakeholders.
• Strong rolodex and relationships within the territory
• Excellent people skills and ability to build relationships at all levels
• You possess previous selling experience from a competitor or partner and strong 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.

The new hire base pay for this role has a salary range of $125,000 to $162,000. The actual salary offered will be based on a wide range of factors, including…