Territory Account Manager

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Arista Networks

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Cloud Computing • Virtualization • Big Data Clusters • High Performance Computing

1001 - 5000

💰 $2.6M Post-IPO Debt on 2015-05

Description

• Exceed measurable sales objectives and extend the Arista brand within the select enterprise and commercial accounts. • You will identify, develop and close sales opportunities across the Arista product portfolio including Data Centre and Campus Networking platforms including our Cloud based WI-FI and POE switches. • In addition, the product portfolio includes the Arista Routing Platform, Cloud Vision (network automation & telemetry), and our DMF Fabric Monitoring, NDR, Endpoint and AI-driven Network Identity Management solutions. • You will be responsible for utilizing a consultative selling approach with client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio. • Generate new opportunities and sales presentations. • Meet with key decision-makers to present Arista’s value proposition. • Partner with the Arista Systems Engineering team to design and position compelling solutions that drive down the total cost of ownership. • Work closely and in partnership with Arista sales partners in the sales territory and with the channel team within Arista Networks. • Conduct demand generation activities such as happy hours, lunch-n-learns, and technology forums; Able to direct, build, and manage a Demand Creation campaign for the territory encompassing all aspects of marketing, PR and all aspects of pipeline creation. • Collaborate with Arista peers on marketing plans and best practices. • Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Requirements

• At least 5 years of experience in a similar vendor or partner role selling networking technology into Enterprise and Commercial customers. • Ideally knowledge of selling networking equipment (Router, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV), data center, and/or network automation solutions are prerequisites. • Track record of achieving and exceeding sales quotas against targets. • Ability to discuss Arista’s value proposition at an initial exploratory level meeting and also have the ability to engage at all levels with any end-user. • Familiar with current industry trends and speak with authority regarding the role of Virtualisation, SDN / Cloud. • Strong work ethic and winning mentality. • Bachelor Degree (BA/BS,CS,BBA) or equivalent (‘Fachinformatiker/in Systemintegration’ or ‘Kaufmann/ Kauffrau für IT-System-Management’). MBA desirable. Other commercial education in combination with a technically orientated degree would also be a good foundation. • Fluent German and English is essential. • Currently resident in Germany - we do not offer relocation. • Proven navigation of End User requirements definition through the contracting and resale processes is mandatory. • Demonstrated people skills and ability to cultivate and maintain relationships at all levels. • Proven track record of building business plans, documenting the processes, and exceeding sales targets. • The candidate should have the passion and enthusiasm for storytelling to be able to present the Arista story convincingly. • Technical knowledge or a technical background is highly desirable.