Channel 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.

Who You’ll Work With

As a Channel Account Manager (CAM) at Arista Networks, your primary responsibility will be to drive partner-initiated revenue growth with Arista’s most strategic channel partners. Utilize your exceptional presentation and relationship-building skills to convey Arista’s value proposition (spanning Data Center, Campus, Network Observability) to a diverse group of sales and technical staff while conducting on-going sales enablement. You’ll be an integral member of the regional sales team, ensuring that we maximize field collaboration with our ‘go to’ partners.

Leading candidates will possess a strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit.

At Arista, we’re committed to facilitating a disruptive shift in the way organizations design, deploy and operate their enterprise network…whether private, public, cloud-native or multi-cloud. This is no simple undertaking and the reason why we’re seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are.

What You’ll Do

Your activities will center on building solid rapport with partners to achieve measurable results in brand awareness across the channel, increased revenue and expanded share in the Campus Network market. Your success in this role will span the creation and execution of extraordinary business plans with each focus partner. You’ll be measured primarily on the joint business outcome with your regional partners while demonstrating your ability to work across all levels within the partner organization.

Alternate Locations:
Austin, TX and Houston, TX

Roles and Responsibilities

Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization Generate enthusiasm/drive among partner sales and engineering teams to sell Arista products and services

Systematic cadence with ELITE, and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels Management/Oversight of Arista partners in region with whom you will conduct on-going business planning

Active participation and contributing to the sales process with partners

Business plans will be completed for each focus partner, reviewed/updated quarterly with KPIs

Acute accountability for jointly-developed goals Bi-weekly review of partner-initiated opportunities

Manage and enforce program level compliance with up-leveled partners

Build, administer, manage and/or deliver accreditation training for partner sales and technical staff

Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business

Oversight of MDF including funding allocation, resourcing and logistics to drive success in all partner-related demand generation activities

Engage with key partners to develop proficiencies in delivering services around Arista solution set

Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating ARISTA’s value…