Territory 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

Arista is looking for an individual to join our German team as an Account Manager for a new regional business area, focusing on building and growing all aspects of sales across a list of accounts that sit within the territory. 

This role requires an individual who is a self-starter and can demonstrate sales leadership skills, and an ability to grow the revenue contribution on a quarter-by-quarter basis while building a pipeline of opportunity for the coming year. 

Key to the candidate’s success will be their ability to identify and qualify major IT spends of the leading companies within the territory and build a strong engagement plan which creates pipeline opportunities across Arista’s entire portfolio. There is a clear expectation that the candidate will have an appreciation of technology and be able to translate customer’s priorities into Arista’s differentiated solutions. A good regional presence and knowledge of the industrial and economic environment of the region are absolutely desirable.

What You'll Do

• Exceed measurable sales objectives and extend the Arista brand within the select enterprise and commercial accounts. 
• You will identify, develop and close sales opportunities across the Arista product portfolio including Data Centre and Campus Networking platforms including our Cloud based WI-FI and POE switches. In addition, the product portfolio includes the Arista Routing Platform, Cloud Vision (network automation & telemetry), and our DMF Fabric Monitoring, NDR, Endpoint and AI-driven Network Identity Management solutions. 
• You will be responsible for utilizing a consultative selling approach with client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio.
• Generate new opportunities and sales presentations.
• Meet with key decision-makers to present Arista’s value proposition.
• Partner with the Arista Systems Engineering team to design and position compelling solutions that drive down the total cost of ownership.
• Work closely and in partnership with Arista sales partners in the sales territory and with the channel team within Arista Networks.
• Conduct demand generation activities such as happy hours, lunch-n-learns, and technology forums; Able to direct, build, and manage a Demand Creation campaign for the territory encompassing all aspects of marketing, PR and all aspects of pipeline creation.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.


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Qualifications

• At least 5 years of experience in a similar vendor or partner role selling networking technology into Enterprise and Commercial customers.
• Ideally knowledge of selling networking equipment (Router, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or network automation solutions are prerequisites.Track record of achieving and exceeding sales quotas against targets.
• Ability to discuss Arista’s value proposition at an initial exploratory level meeting and also have the ability to engage at all levels with any end-user.
• Familiar with current industry trends and speak with authority regarding the role of Virtualisation, SDN / Cloud.
• Strong work ethic and winning mentality.
• Bachelor Degree (BA/BS,CS,BBA) or equivalent (‘Fachinformatiker/in Systemintegration’ or ‘Kaufmann/ Kauffrau für IT-System-Management’). MBA desirable. 
• Other commercial education in combination with a technically orientated degree would also be a good foundation.
• Fluent German and English is essential.
• Currently resident in Germany - we do not offer relocation. This is a remote working / field based role.
• Proven navigation of End User requirements definition through the contracting and resale processes is mandatory.
• Demonstrated people skills and ability to cultivate and maintain relationships at all levels.
• Proven track record of building business plans, documenting the processes, and exceeding sales targets.
• The candidate should have the passion and enthusiasm for storytelling to be able to present the Arista story convincingly. 
• Technical knowledge or a technical background is highly desirable.