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 increase revenue and build a robust sales pipeline. Success hinges on identifying major IT spending, developing engagement plans, and translating customer needs into Arista's solutions. A strong regional presence and technological understanding are crucial. The position requires exceeding sales objectives, generating opportunities, and collaborating with internal and external teams. Remote work is offered.

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
• Utilize 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