Territory Account Manager
Arista Networks
Company Description
Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.
At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.
Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.
Job Description
Who You'll Work With
This role reports to the Arista LATAM Regional Sales Director. As a member of the Arista Sales Team, you are the face of Arista to our partners and 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 and sales engineering professionals.
What You'll Do
As a Major or Territory Account Manager at Arista Networks, you will be an integral member of the regional sales team. Your primary responsibilities will be to drive a number of field related activities in support of sales efforts including:
Customer relationship managing of all existing and new potential customers assigned in your territory. Focus will be placed on Financial and Higher Education verticals, plus other key segments within the Mexico Enterprise market where Arista plans to grow its business
Responding to inbound leads and quote requests
Working with partners to map leads, manage opportunity registration, and drive qualified sales funnel growth
Supporting purchase order processing & inventory allocation through our tools & processes to ensure that new customers can have the best on-boarding experience at Arista
Managing sales forecast weekly/monthly/quarterly to attain 80%+ forecast accuracy and drive predictability in the sales process
Utilize your exceptional presentation and relationship-building skills to convey Arista’s value proposition for multiple use cases including Data Center and AI, Campus, Wide Area Networking, and Zero-Trust Security blueprint (AGNI, Network Observability, NDR) to a diverse group of executives and technical staff for both customers and partners alike
Practice self-development to ensure potential growth into future roles at Arista
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Qualifications
15+ Years of work experience in sales with technology vendors. Preference for networking equipment manufacturers
Must have field experience and skills in both direct/indirect sales
Manage customer relationship with existing accounts, while hunting for new customer logos
Respond to inbound leads and quote requests in support of sales efforts
Collaborate with Order Management & Manufacturing Teams to ensure that new customers can receive the best on-boarding experience at Arista
Manage sales forecast in SFDC to 80%+ accuracy to ensure business predictability and successful outcome
Capture at least 3 regional Big Bet Customers in a calendar year
Establish a systematic cadence with top customers (Big Bets) to increase Arista’s wallet share within said strategic accounts. Maintain updated Big Bet Plans in SFDC
Participate and contribute to Arista business cadence including weekly sales meetings, QBRs, and business forecast, among others
Collaborate with assigned Arista Partners on Account Planning, Development, and Sales Execution.
Generate enthusiasm/drive among ELITE partner sales and engineering teams to sell Arista products and services
Support Partner Managers with channel conflict & resolution
Strengthen the Arista Brand by driving at least one customer event each quarter in your territory