Federal Account Manager

Company Description

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

As a team 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. This role typically reports to a Regional Sales Manager or Area VP of Sales.

What You'll Do

The Named Account Manager role will be part of the Arista Federal Sales organization and play a critical role with selling into Federal Intel, DoD and Civilian agencies via leveraging Arista's Federal partners.

• Exceed measurable sales objectives and extend the Arista brand within a named list of Federal customers.

• 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 (Open Source Network OS), Cognitive Campus Networking, Wifi networking, and Cloud Vision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)

• Meet with key influencers, decision-makers, and C-levels to present Arista's value proposition.

• You will partner with Federal Client Directors and the Arista Systems Engineers to design and position compelling solutions that drive down the total cost of ownership.

• Collaborate with Arista Federal technology partners and FSI's 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.

Qualifications

• BS/BA degree or equivalent in addition to 5-7+ years of technology sales experience within the US Federal government.

• Proven track record of direct selling into Federal target accounts within the assigned territory and exceeding sales targets

• You possess relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a a requirement.

• You have previous experience working with Federal System Integrators (FSI) and the federal ecosystem.

• Strong rolodex and relationships within the territory

• Excellent people skills and ability to build relationships at all levels

• You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

Additional InformationAll your information will be kept confidential according to EEO guidelines.

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.