Major Account Manager

Company Overview

Arista Networks is a globally recognized leader in delivering advanced client-to-cloud networking solutions tailored for extensive data centers, campus setups, and routing environments. Renowned for relentless innovation, they integrate cutting-edge technologies in cloud computing, artificial intelligence, and software-defined networking to empower their clients with a competitive advantage in today's interconnected digital world. Their solutions are engineered not only to address current digital challenges but also to foresee and adapt to evolving industry demands.

Diversity and inclusion are core to Arista’s ethos, fostering an environment where varied backgrounds and viewpoints stimulate creativity and innovation. Their dedication to excellence has earned accolades such as Best Engineering Team and Best Company for Diversity, Compensation, and Work-Life Balance, underscoring their commitment to quality and high performance.

Role Overview

The Major Account Manager will serve as a primary representative of Arista to its clients, spearheading a consultative sales approach within a designated portfolio of government accounts in Southern New Zealand. Reporting typically to a Regional Sales Manager or Area VP of Sales, this individual will act as a trusted advisor and strategist in surpassing sales targets through strong alignment of Arista’s technical expertise with customers’ business objectives.

Key Responsibilities

• Consistently outperform sales goals while enhancing Arista’s brand within targeted government accounts.
• Engage key stakeholders using consultative selling focused on addressing hybrid cloud and legacy IT challenges by leveraging Arista's diverse product suite, including Software-Driven Cloud Networking, EOS (Open Source Network OS), Cognitive and Wi-Fi Campus Networking, Cloud Vision for network automation and telemetry, Network Monitoring Fabric, as well as security solutions such as NDR, Endpoint, and AI-driven Network Identity Access control.
• Present Arista’s value proposition convincingly to C-level executives and decision-makers.
• Partner with systems engineers to design and present innovative solutions that optimize total cost of ownership.
• Collaborate with technology partners to identify promising prospects and showcase superior solutions.
• Build and sustain important channel relationships within the assigned territory.
• Develop and execute strategic account plans informed by regular business reviews with customers and prospects.
• Drive demand generation initiatives including networking events like happy hours, lunch-and-learns, and technology forums.
• Coordinate with Arista marketing peers to implement marketing strategies and share best practices.
• Stay informed on technology partner offerings, competitor products, and market strategies.

Qualifications and Experience

• A Bachelor’s degree (BS/BA) or an equivalent qualification combined with over 7 years of technology sales experience.
• Demonstrated success selling directly into targeted accounts within the designated territory and consistently exceeding revenue objectives.
• Substantial background in data center or networking technologies (including LAN/WAN, SDN) derived from experience at technology partners, competitors, channel partners, or end-user organizations.
• A well-established professional network and strong relationships within the territory.
• Excellent interpersonal skills with the ability to build strong relationships across various organizational levels.
• Proven technical knowledge and sales experience in areas such as Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyperconverged Infrastructure, or Cloud Computing.

Core Values

Candidates should embody Arista’s values of trust, compassion, collaboration, respect, integrity, and maintaining a positive and enjoyable working environment.