Major Account Manager; Life Sciences​/Pharma Vertical

Overview

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, artificial intelligence, and software-defined networking to provide clients with a competitive edge. We value diversity of thought and strive to maintain an inclusive environment. Arista is committed to excellence and has earned awards for engineering, diversity, compensation, and work-life balance.

We are seeking a proven Major Account Manager to join the Arista Sales organization in Boston. The Major Account Manager will act as a trusted advisor and implement sales strategies to exceed targets within a named list of 10-15 enterprise accounts in New England, with emphasis on the Life Sciences / Pharma vertical. Technical acumen and a track record of selling data center solutions are highly desirable.

As a member of the Arista Sales team, you are the face of Arista to customers; you align Arista’s technical resources to achieve business outcomes. You will partner with Customer Engineers, Professional Services, and Executive teams to help customers understand how to execute on their behalf. Our sales teams collaborate to support one another in achieving success.

• Exceed measurable sales objectives and extend the Arista brand within a targeted list of enterprise accounts focused on Life Sciences / Pharma in the New England area.
• Utilize a consultative selling approach with key stakeholders to address business needs across the Arista product portfolio, including Software-Driven Cloud Networking, high-performance Data Center and Campus networks, Mass Scale Wireless (Wi-Fi), Velo Cloud SD-WAN, AI Cluster Networking, Arista Cloud Vision (Automation & Telemetry), Network Monitoring, NDR, and Endpoint security solutions.
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Collaborate with Arista systems engineers to design and position solutions that drive down total cost of ownership.
• Partner with technology providers 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 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.
• Stay up-to-date with technology partner solutions, competing solutions, and competitor strategies.

You possess a hunter mentality with a proven track record of technology sales, including cultivating relationships with existing customers and penetrating new logo accounts. You are an influencer and can act as a trusted advisor to deliver business value to end users and key stakeholders. Our team values trust, compassion, collaboration, respect, integrity, and good-natured fun.

• BS/BA degree or equivalent with 7+ years of technology sales experience.
• Proven track record of direct selling into targeted enterprise accounts within the assigned territory and exceeding sales targets.
• Previous selling experience within the Life Sciences and Pharmaceutical vertical market.
• Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner, or end user.
• Strong professional network and relationships within the territory.
• Excellent people skills and ability to build relationships at all levels.
• Experience and technical acumen in Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

The new hire base pay for this role ranges from $123,000 to $167,000. The actual salary offered will be based on factors including skills, qualifications, relevant experience, and US location. The salary range may also include discretionary bonuses, commissions, equity, and benefits including medical, dental, vision, wellbeing, tax savings, and income protection. The recruiting team can share more details during the hiring process.

Arista Networks is an equal opportunity employer. All hiring and employment decisions are non-discriminatory and based on factors lawful under applicable federal, state law. All information will be kept confidential according to EEO guidelines.