Territory Account Manager

Job Description

Who You'll Work With

Arista is looking for an individual to join our German team as a Territory Account Manager for a new regional business area, focusing on building and growing all aspects of sales across a list of accounts that sit within the territory.

We are looking for a dedicated, self-driven sales professional to oversee the entire postal code region 2 in Germany, ideally based centrally within the territory.

We expect a structured, coordinated, and strategic approach to work, including seamless follow-up with both existing customers and new business opportunities, as well as independent and diligent management of the sales pipeline. The role includes organizing and conducting events and meetings with partners in the region, in coordination with the responsible channel colleagues.

Ideally, you bring experience in the networking and security sector. The customer base includes public sector clients as well as large mid-sized enterprises. Experience in this environment and a good understanding of the regional partner landscape are highly desirable.

You will work within the sales region alongside colleagues from other verticals and major account managers, while maintaining control over approximately 85% of the customer base.

Mission

• Exceed measurable sales objectives and extend the Arista brand within the select enterprise and commercial accounts.
• You will be responsible for utilizing 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.
• 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
• Collaborate with channel partners to identify prospects and demonstrate best-in-class solutions; Establish and manage key channel relationships in your territory; Be willing and able to build a strong relationship and drive joint pipeline building activities with key partners within the Territory.
• 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.
• Articulate in communicating the steps and dependencies to closure, while managing expectations via accurate Forecasting/ reporting and open communication within Arista, Channel, and Eco / Business partners

What You'll Do

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

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Qualifications

• At least 5 years of experience in a similar vendor or partner role selling networking technology into Enterprise and Commercial customers.
• Ideally knowledge of selling networking equipment (Router, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or network automation solutions are 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’). MBA desirable.
• Other commercial education in combination with a technically orientated degree would also be a good foundation.
• Fluent German and English is essential.
• Currently resident in Germany - we do not offer relocation. This is a remote working / field based role.
• 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.
• Technical knowledge or a technical background is highly desirable.