Territory Account Manager

Summary

Join Arista Networks' German team as an Account Manager, focusing on building and growing sales across a specified territory. This role demands a self-starter with sales leadership skills to consistently exceed revenue targets and develop a robust sales pipeline. Success hinges on identifying major IT spending, crafting engagement plans, and translating customer needs into Arista's solutions. A strong regional presence and technological understanding are crucial. The position involves exceeding sales objectives, generating opportunities, presenting Arista's value proposition, collaborating with engineering and sales partners, and conducting demand generation activities. The ideal candidate will possess extensive networking technology sales experience and a proven track record of exceeding sales quotas.

Requirements

• At least 5 years of experience in a similar vendor or partner role selling networking technology into Enterprise and Commercial customers
• 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’)
• Fluent German and English is essential
• Currently resident in Germany - we do not offer relocation
• 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

Responsibilities

• Exceed measurable sales objectives and extend the Arista brand within the select enterprise and commercial accounts
• 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
• 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

Preferred Qualifications

• 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
• MBA desirable
• Other commercial education in combination with a technically orientated degree would also be a good foundation
• Technical knowledge or a technical background is highly desirable

Benefits

This is a remote working / field based role