Channel Development Manager

Summary

Join Arista Networks as a Channel Development Manager to drive partner-initiated revenue growth, build relationships with strategic channel partners, and contribute to the company's mission of shaping the future of client-to-cloud networking.

Requirements

• 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

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 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