Channel Development 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 Channel Development Manager at Arista Networks, your primary responsibility will be to drive partner-initiated revenue growth with our most strategic channel partners. Utilize your exceptional presentation and relationship-building skills to convey Arista’s value proposition (spanning Data Center, Campus and 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 strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit.

At Arista, we’re committed to facilitate 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.

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 campus 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.

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 ARISTA’s acclaimed products and services. This team is tasked with taking our industry-recognized achievements in Data Center into the Campus/Edge.

If you’re 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 work…ARISTA could be a perfect match!

What You'll Do

• 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 the 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 & logistics to drive success in all partner-related demand generation activities.
• Engage with key partners to develop proficiencies in delivering services around the Arista solution set.
• Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating ARISTA’s value proposition.
• Recruit/Enlist/Enable new partners.

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Qualifications

• 3+ years of channel management experience / vendor sales within the network industry.
• BS/CS/BA Degree or equivalent in addition to previous background in sales or business development.
• Excellent interpersonal and facilitation skills.
• Desire to be part of and contribute to building a world-class channel program.
• Tenacious and assertive ‘hunter’ mentality…just get it done!
• Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs & SAs.
• Strong business acumen.
• Must be available for impromptu partner meetings across region…open to 50%+ travel (local & regional).
• Fluent Dutch and English is essential.
• Currently resident in The Netherlands - we do not offer relocation. This is a home working / field based role.