Account Manager - Service Provider in North East

Account Manager - Service Provider at Arista Networks.

About the role

We are seeking a motivated and experienced Account Manager to join our Regional Service Provider sales team. This position plays a vital role in engaging with clients within the service provider sector to understand their unique needs and deliver tailored technology solutions that meet their business objectives. The ideal candidate will possess a strong background in networking and related technologies, with the ability to build long-term relationships with clients and channel partners. You will be responsible for driving sales growth, expanding our customer base, and promoting Arista's innovative solutions. This role requires a proactive approach to market development, excellent communication skills, and a thorough understanding of the networking industry, including emerging trends such as cloud computing, SDN, and network virtualization.

Key facts

Location: Durham

Engagement: Full-time

This is a full-time on-site position based in Durham, where you will be part of the Regional Service Provider Sales Team. The role involves working closely with clients, partners, and internal teams to achieve sales targets and support the growth of Arista Networks' presence in the service provider market. The position offers an opportunity to work with cutting-edge networking products and solutions, contributing to the digital transformation initiatives of service providers in your territory. The role requires a commitment to understanding customer needs deeply and providing solutions that align with their strategic goals. You will be expected to travel within your designated region to meet clients and attend industry events, fostering relationships and expanding Arista's footprint in the local market.

What you'll do

• Achieve and surpass sales targets by actively promoting Arista's solutions among Regional Service Providers and securing new accounts within your territory.
• Develop a comprehensive understanding of client needs, including those dealing with hybrid cloud environments, legacy IT systems, and evolving network requirements.
• Use a consultative sales approach to present Arista's broad product portfolio, including Software-Driven Open Networking, high-performance Data Centers, Campus networks, Cognitive Campus Wi-Fi, and security solutions such as the DANZ Monitoring Fabric and Network Detection & Response.
• Engage with key decision-makers, including C-level executives, network engineers, and procurement teams, to articulate the value proposition of Arista's solutions and demonstrate how they can address their specific challenges.
• Collaborate closely with systems engineers and technical teams to craft tailored solutions that optimize network performance and reduce total ownership costs for clients.
• Build and maintain strong relationships with channel partners, resellers, and integrators within your designated region to facilitate sales opportunities and ensure customer satisfaction.
• Develop strategic account plans based on regular reviews and assessments with clients and prospects to identify growth opportunities and address potential challenges proactively.
• Organize and participate in demand generation initiatives such as industry networking events, webinars, and technology discussions to increase brand awareness and generate new leads.
• Work with marketing teams to share insights, best practices, and success stories, helping to refine promotional strategies and enhance market penetration.
• Stay informed about partner solutions, competitor offerings, and market trends to maintain a competitive edge and provide clients with the most relevant and innovative solutions.
• Provide feedback from the field to product management and marketing teams to influence future product development and marketing campaigns.
• Maintain accurate and up-to-date records of sales activities, customer interactions, and pipeline status within CRM systems.
• Participate in ongoing training and professional development to stay current with the latest networking technologies and industry standards.

Requirements

• Bachelor's degree or equivalent experience, with a minimum of 5 years of experience in technology sales, preferably within the networking industry.
• Proven track record of success in direct sales to target accounts within your region, consistently meeting or exceeding sales quotas.
• Deep understanding of networking technologies, including SDN, NFV, Switching, Routing, Data Center solutions, Cloud computing, Network Virtualization, Hyper-converged infrastructure, and Edge Computing.
• Experience working with service providers, channel partners, or enterprise clients, with a demonstrated ability to develop and maintain long-term relationships.
• Strong network within the local territory, with established contacts among service providers and related organizations.
• Excellent interpersonal and communication skills, capable of engaging with technical and executive audiences alike.
• Ability to develop strategic account plans and execute sales strategies effectively.
• Familiarity with CRM software and sales enablement tools to manage customer relationships and sales pipelines.
• Analytical skills to assess market opportunities, customer needs, and competitive positioning.
• Self-motivated, goal-oriented, and capable of working independently within a team environment.
• Willingness to travel within the assigned region to meet clients, attend industry events, and conduct face-to-face meetings.

Nice to have

• Prior experience with consultative selling methodologies, including solution-based approaches.
• Knowledge of the latest trends and innovations in cloud computing, network virtualization, and software-defined networking.
• Familiarity with the competitive landscape, including key competitors and alternative solutions in the networking space.
• Technical certifications related to networking, such as CCNP, CCIE, or equivalent industry credentials.
• Experience working with large enterprise or service provider accounts, understanding their procurement processes and decision-making cycles.

Skills & tools

• Proficiency in CRM platforms and sales enablement tools to track activities and manage customer data effectively.
• Strong analytical skills to evaluate market opportunities, customer needs, and competitive threats.
• Excellent presentation and communication skills, with the ability to convey complex technical concepts clearly and persuasively.
• Ability to prepare and deliver compelling proposals, demonstrations, and presentations tailored to client needs.
• Good organizational skills to manage multiple accounts and sales opportunities simultaneously.
• Adaptability to learn new technologies quickly and apply them in sales strategies.

Practical notes

Arista Networks is an equal opportunity employer committed to fostering a diverse and inclusive workplace. All employment decisions are made based on qualifications and business needs without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or other protected characteristics.

• Your personal information will be handled confidentially and in accordance with applicable EEO guidelines.
• This role requires on-site presence in Durham, with travel within the region to meet clients and attend industry events.
• The company provides a comprehensive benefits package, and the role offers opportunities for professional growth and development.
• Candidates should be prepared to demonstrate their sales achievements and technical knowledge during the interview process.