Professional Services Business Development Manager; Sales

Who You’ll Work With

You will act as a vital cross‑functional bridge, collaborating closely with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions. You will engage directly with customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms. Internally, you will also align with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.

Alternate Locations:
Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN | Columbus, OH

As part of the Arista Networks Professional Services organization, a Professional Services Business Development Manager (PS BDM) manages the PS Pre‑Sales process and requires sales and technical expertise to actively engage with Arista customers. The role involves creating deliverables ranging from network solution and capabilities presentations, proposals, and contracts. The PS BDM is accountable for growing and managing the PS pipeline with close interactions with customers, sales, Arista Professional Service Advisors, marketing, and PLM.

Primary activities include:

• Professional Services presentations, network data center, campus, and SD‑WAN solution identification, creating responses to RFPs and daily interactions to position and develop customized solutions for customers.
• Working closely with PS Technical Leads and engineers to appropriately scope proposed engagements.
• Key interactions with PS resource planning.
• Building pipeline, increasing close rates, and building PS mind‑share and awareness within sales and with customers.

• Respond to Professional Services sections of RFPs.
• Perform customer presentations of PS solutions.
• Lead the needs analysis and outline process flows for PS delivery options.
• Craft proposals, SOWs, and contracts.
• Create innovative yet realistic solutions to meet customers’ needs.
• Have a working knowledge of PS deliverable metrics and capabilities.
• Effectively manage multiple requests for Professional Services Pre‑Sales support.
• Create and manage scoping teams to address customer requirements.
• Oversee and manage regional PS pipeline.
• Integrate and propose additional Arista Networks services and products when appropriate.
• Collaborate with sales and PS delivery.
• Review master agreements and coordinate with sales ops, legal, finance, and others as required.
• Lead PS Pre‑Sales team to improve the pre‑sales process and generate/update appropriate templates and artifacts.

• 10+ years providing and selling professional services solutions, preferably for data center, campus, and SD‑WAN networking migrations and deployments.
• Experience managing customers through the sale and delivery of large projects in enterprise or service provider markets.
• Strong writing, presentation, and contract negotiation skills.
• Experience writing Statements of Work (SOW) and responding to RFP requests.
• Proficiency with GSuite tools, Kantata, and Sales Force CRM.
• Willingness to travel nationally and internationally as required.
• Preferred education:
  
  MBA or technical degree (e.g., Bachelor of Science) and ongoing network vendor product training/certifications. PMI or project‑management related certifications are desirable.

• Strong management experience – account planning, solution development for complex projects, team building, and conflict management.
• Excellent communication skills with both customers and internal technical and sales teams, with an emphasis on presentations, negotiations, and contracting.
• Strong writing skills for articulating proposed solutions and representing processes and tasks in contracts and statements of work.
• Business skills related to budgeting, financial and legal reviews, contracting, and purchasing.
• Knowledge of customer verticals, UCN solutions, and professional services‑led delivery engagements.
• Knowledgeable in high‑performance networking and switching systems.
• Knowledge of Salesforce pipeline management, project management, and reporting tools.

Arista Networks is an equal‑opportunity employer. Arista makes all hiring and employment‑related decisions in a non‑discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other factor determined to be unlawful under applicable federal or state law. All information will be kept confidential according to EEO guidelines.