Territory Account Manager

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

Arista Networks is the pioneer and industry leader in the delivery of software-driven Cloud Networking solutions.

We are seeking a Territory Account Manager to join our growing Sales organization. In this role you will utilise a consultative sales approach to cultivate client relationships for establishing and managing relationships with new public sector accounts. You will bring with you deep experience of working with public sector and / or enterprise organisations and Global businesses with a footprint in the UK.

Your remit will be to win and grow both new business across a portfolio of accounts in the public sector, preferably the NHS. 

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

As 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’ll partner with some of the most skilled Customer Engineers in the industry in addition to Professional Services and our 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.

What You'll Do

• Develop Go-To-Market strategies for your allocated territory to exceed measurable sales objectives and extend the Arista brand.
• 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 solutions, CloudEOS (OpenSource Network OS), Cognitive Campus Networking, Wifi networking, and CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)
• 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.

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Qualifications

• At least 5 years of experience in a similar vendor or partner role selling networking technology into public sector customers, preferably the NHS.
• 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 is desirable
• Other commercial education in combination with a technically orientated degree would also be a good foundation.
• 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.