Strategic Account Manager - North

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. Arista is a well-established and profitable company with over $7 billion in revenue. Arista’s award-winning platforms, ranging in Ethernet speeds up to 800G bits per second, redefine scalability, agility, and resilience. Arista is a founding member of the Ultra Ethernet consortium. We have shipped over 20 million cloud networking ports worldwide with CloudVision and EOS, an advanced network operating system. Arista is committed to open standards, and its products are available worldwide directly and through partners.

At Arista, we value the diversity of thought and perspectives each employee brings. We believe 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 the Great Place to Work Survey for Best Engineering Team and 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 quality and performance standards in everything we do.

Who You’ll Work With:
Quality is the most important attribute of our products. Why? Really simple, when the network ain't working ain't nothing working!" Arista appeals to forward-thinking organisations that value quality and innovation. Consequently, technical acumen and a track record of selling data center solutions is highly desirable. In this role, you will work closely with cross-functional teams including Sales Engineering, Channel Partners, Marketing, and Customer Success, to drive growth and ensure exceptional client outcomes. You will collaborate with senior leadership and engage directly with C-level executives across key strategic accounts in the North India region.
What Will You Do?
Arista Networks is seeking a Strategic Account Manager - North to join our growing India & SAARC Sales team. In this role you will utilise a consultative sales approach to cultivate client & channel relationships within small enterprise, commercial and mid-market accounts in addition to the development of new white space accounts across the country. You possess a hunter mentality and have a proven track record of technology sales including cultivating relationships with existing customers in addition to penetrating new logo accounts. You are an influencer and possess the ability to act as a trusted advisor to deliver business value to both end users and key business stakeholders. Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun. Exceed measurable sales objectives and extend the Arista brand to enterprise accounts in addition to developing new logo accounts.

• You will be responsible for utilising a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including our programmable leaf/spine switches, Cloud Grade Routing, Data Center, Cognitive Campus (Wifi), Security ( Awake ) , EOS (Open Source Network OS), CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)
• You will specifically be responsible for acquiring and managing key Strategic accounts across domains in North India region
• Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
• Be a highly competent presenter, with a proven track record in selling to C level executives
• Develop and maintain detailed account profiles including organisational charts for all accounts to be reviewed by management on a quarterly basis
• Facilitate communication on strategic and tactical issues facing our clients and partners
• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
• Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts
• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
• Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
• Conduct demand generation activities and technology forums.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

• BS technical degree or equivalent experience or equivalent military experience required
• 15+ years of above quota sales experience
• Solid exposure and experience handling Key Strategic customers across domains in North India
• Self-motivated
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Enterprise sales experience with and actionable rolodex of decision makers
• Superb organisational skills
• Experience selling network or data center infrastructure. Security would be added advantage.
• Practical knowledge of data center, routing and switching products
• Experience working with channel partners and understanding of a channel centric go to market approach

Arista stands out as an engineering-centric company. Our leadership, including founders and engineering managers, are all engineers who understand sound software engineering principles and the importance of doing things right.

We hire globally into our diverse team. At Arista, engineers have complete ownership of their projects. Our management structure is flat and streamlined, and software engineering is led by those who understand it best. We prioritize the development and utilization of test automation tools.

Our engineers have access to every part of the company, providing opportunities to work across various domains. Arista is headquartered in Santa Clara, California, with development offices in Australia, Canada, India, Ireland, and the US. We consider all our R&D centers equal in stature.

Join us to shape the future of networking and be part of a culture that values invention, quality, respect, and fun.