Major Account Manager; Financial Vertical

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. We leverage cloud computing, AI, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to anticipate and adapt to future challenges. We value diversity of thought and strive to maintain an inclusive environment.

We are proud of awards such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance.

Arista Networks is an equal opportunity employer. All hiring decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable law.

As a member of the Arista Sales team, you are the face of Arista to our customers; align Arista’s technical resources to achieve your customer’s business outcomes. You will partner with Customer Engineers, Professional Services, and Executive teams to help them understand how to execute on your customer’s behalf. Your sales team collaborates for team success and you’ll be supported by like-minded 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 New England. The Major Account Manager will act as a trusted advisor and implement sales strategies to exceed sales targets within a named list of enterprise-level financial services companies in the Boston metro area. Arista appeals to forward-thinking organizations that value quality and innovation; technical acumen and a track record of selling data center solutions is highly desirable.

• Exceed measurable sales objectives and extend the Arista brand within a targeted list of enterprise accounts with a strong focus on developing financial services accounts.
• Utilize a consultative selling approach with key client stakeholders to address business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including Software-Driven Cloud Networking platforms, high-performance data center, campus Wi-Fi, Velo Cloud SD-WAN and AI Cluster Networking 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 with 7+ years of technology sales experience.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets.
• Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user.
• Strong Rolodex and relationships within the territory.
• Excellent people skills and ability to build relationships at all levels.
• Experience selling in areas such as Networking, SDN, NFV,…