Channel Account Manager

Who Youll Work With 

As a Channel Account Manager (CAM) at Arista Networks your primary responsibility will be to drive partner-initiated revenue growth with Aristas most strategic channel partners. Utilize your exceptional presentation and relationship-building skills to convey Aristas value proposition (spanning Data Center Campus Network Observability) to a diverse group of sales and technical staff while conducting on-going sales enablement. Youll 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 were committed to facilitating a disruptive shift in the way organizations design deploy and operate their enterprise networkwhether private public cloud-native or multi-cloud. This is no simple undertaking and the reason why were seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are.

What Youll 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. Youll 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 ARISTAs value proposition

The channel organization at ARISTA is a strategic pillar for our continued growth and leadership position in Software Driven Cloud Networking and a critical component to accomplishing our mission. Channel development is an extension of our regional sales teams with a laser-focused objective of empowering our esteemed channel partners to successfully identify opportunities in which we will collaborate to position ARISTAs acclaimed products and services. This team is tasked with taking our industry-recognized achievements in Data Center into the Campus/Edge.

If youre looking for a unique opportunity to be part of a fun and spirited team putting your fingerprint on building a world-class channel thriving in an exciting fast-moving market and making a difference with all your hard workARISTA could be a perfect match! 

Qualifications :

• BS/CS/BA Degree or equivalent in addition to previous background In technology sales or business development

• 3 years of dynamic channel or partner management experience within the networking industry (Presidio WWT SHI ePlus)

• Previous experience selling networking network security storage or data center infrastructure is highly desired

• You must possess excellent presentation skills and the ability work with cross-functional teams

• Excellent interpersonal and facilitation skills

• Desire to be part of and contribute to building a world-class channel program

• Tenacious and assertive hunter mentalityjust get it done!

• Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs

• Must be available for impromptu partner meetings across regionopen to 50% travel (local and regional)

#LI-SR1

Additional Information :

Arista Networks is an equal opportunity employer.  Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race color religion sex sexual orientation gender identity national origin or any other factor determined to be unlawful under applicable federal state or law law.  All your information will be kept confidential according to EEO guidelines.

Remote Work :

No

Employment Type :

Full-time