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Major Account Manager

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that 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 Best Engineering Team, 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 standards of quality and performance in everything we do.

Job Description

Who You'll Work With 

We are seeking an Major Account Manager to join our growing Sales organization. This role will be instrumental in growing the Arista brand within both existing and new named accounts in Westchester County, NY.

What You'll Do 

  • Exceed measurable sales objectives and extend the Arista brand within enterprise accounts in addition to developing new logo 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 including, software-driven Cloud Networking solutions, CloudEOS (OpenSource Network OS), Cognitive Campus Networking, Wifi networking, and CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)

  • 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.

  • Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions

  • Establish and manage key channel relationships in your territory.

  • Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.

  • Conduct demand generation activities such as happy hours, lunch-n-learns 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.

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.

Qualifications

  • BS/BA degree or equivalent in addition to 7+ years of technology enterprise level sales experience.

  • Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets

  • You possess relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a a requirement. 

  • Strong rolodex and relationships within the territory

  • Excellent people skills and ability to build relationships at all levels

  • You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

Compensation Information:

The new hire base pay for this role has a salary range of $108,000 to $165,000. Arista offers different pay ranges based on work location, so that we can offer consistent and competitive pay appropriate to the market. The actual base pay offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and work location. The pay range provided reflects base pay only and in addition certain roles may also be eligible for discretionary Arista bonuses and equity. Employees in Sales roles are eligible to participate in Arista’s Sales Incentive Plan, which pays commissions calculated as a percentage of eligible sales. US-based employees are also entitled to benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location.

#LI-DS1

Additional Information

Arista Networks is an equal opportunity employer.  Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law.  All your information will be kept confidential according to EEO guidelines.

Average salary estimate

$136500 / YEARLY (est.)
min
max
$108000K
$165000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Major Account Manager, Arista Networks

Join Arista Networks as a Major Account Manager and become a key player in our enthusiastic Sales organization based in White Plains, NY! If you’re someone who thrives in a fast-paced environment and is eager to drive innovation in data-driven networking solutions, this role is perfect for you. As a Major Account Manager, you'll be responsible for growing the Arista brand within existing enterprise accounts as well as developing new business opportunities. Utilizing a consultative sales approach, you will engage with key client stakeholders to address their hybrid cloud computing needs and bridge the gap with legacy IT systems. Your efforts will focus on promoting our cutting-edge solutions, including software-driven Cloud Networking, and CloudVision networking automation. Collaborating with talented Arista systems engineers, you'll design compelling solutions that resonate with decision-makers, including C-level executives. Your expert relationship-building skills will be essential as you work to manage key partnerships and perform demand generation activities like technology forums and educational sessions. With over 7 years of experience in technology sales and a proven track record of exceeding sales objectives, you'll lead the charge in delivering business value while embodying our values of trust, respect, and collaboration. If you’re ready to impact the tech landscape significantly, we want to hear from you!

Frequently Asked Questions (FAQs) for Major Account Manager Role at Arista Networks
What responsibilities does the Major Account Manager at Arista Networks have?

The Major Account Manager at Arista Networks is responsible for exceeding sales objectives and expanding the Arista brand among existing and new enterprise accounts in Westchester County, NY. This role involves engaging with key stakeholders, utilizing a consultative selling approach to meet the needs of hybrid cloud computing, and ensuring client satisfaction with our software-driven solutions.

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What qualifications are needed for the Major Account Manager role at Arista Networks?

To qualify for the Major Account Manager position at Arista Networks, candidates should have a BS/BA degree or equivalent, at least 7 years of technology enterprise sales experience, and a proven track record of success in penetrating target accounts within their assigned territory. Relevant industry knowledge in networking, SDN, or cloud computing is also essential.

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What is the compensation structure for the Major Account Manager at Arista Networks?

The base salary for the Major Account Manager position at Arista Networks ranges from $108,000 to $165,000, depending on qualifications and experience. Additionally, employees in sales roles may earn commissions through the Sales Incentive Plan and qualify for compliance-based bonuses and stock options.

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How does the Major Account Manager collaborate with other teams at Arista Networks?

As a Major Account Manager at Arista Networks, you will collaborate with systems engineers, marketing teams, and technology partners to design impactful solutions and develop marketing strategies. These collaborations are essential for successfully identifying prospects and delivering best-in-class solutions to clients.

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What is the work culture like for the Major Account Manager at Arista Networks?

The work culture at Arista Networks is based on diversity, innovation, and collaboration. The Major Account Manager will thrive in an environment that values integrity, creativity, and teamwork. Arista actively promotes an inclusive atmosphere where all employees are encouraged to contribute their unique perspectives.

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Common Interview Questions for Major Account Manager
How do you approach consultative selling as a Major Account Manager?

In consultative selling, it’s essential to listen actively to the client’s needs, ask open-ended questions, and understand their business challenges. I focus on building a rapport and trust before presenting tailored solutions, ensuring that I address specific pain points and showcase how our offerings provide tangible business value.

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Can you provide an example of a successful sales strategy you've used in the past?

Certainly! In a previous role, I implemented a vertical-focused strategy, targeting specific industries with tailored messaging. This approach helped in building strong relationships and increasing sales within those sectors. I also regularly analyzed market trends to adjust our strategy, leading to a significant increase in new client acquisitions.

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What methods do you use to stay updated on industry trends and competitor activity?

I utilize a combination of market research, industry publications, and networking at industry events to stay informed about trends and competitors. Additionally, I regularly participate in training sessions and workshops to enhance my knowledge about new technologies and sales strategies.

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How do you prioritize your accounts or leads as a Major Account Manager?

I prioritize accounts based on potential value, relationship strength, and sales readiness. By assessing each account's revenue potential and urgency of needs, I can allocate my efforts effectively. I also regularly review account performance metrics to adjust my focus based on evolving priorities.

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Describe a time you successfully turned a challenging situation with a client into a positive outcome.

Once, I encountered a client facing unexpected downtime due to a compatibility issue. I quickly arranged a meeting, listened to their concerns, and reassured them of our support. After providing an expedited solution and regular updates, we repaired the relationship, leading to increased trust and future business opportunities.

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What role do relationships play in your sales process?

Relationships are foundational in my sales process. Building strong, trustworthy connections with clients ensures that they view me as a valuable resource rather than just a salesperson. This rapport helps in understanding their needs better and positions me to offer tailored solutions that truly benefit their business.

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How do you handle objections during the sales process?

When faced with objections, I approach them as opportunities to better understand the client’s concerns. I listen attentively, clarify misunderstandings, and provide additional insights or solutions. By addressing objections empathetically and knowledgeably, I can often turn skepticism into a commitment.

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What sales tools and technologies do you find most effective?

I have found CRM tools like Salesforce invaluable for managing my pipeline and client interactions. Additionally, analytics tools help me track market trends and client behavior, allowing for more informed decision-making. I also utilize communication platforms to facilitate collaboration and relationship-building with both clients and team members.

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How do you ensure you meet your sales targets?

Meeting sales targets requires consistent effort and strategic planning. I set clear, measurable goals for each quarter and regularly assess my progress. By maintaining a proactive outreach approach, leveraging existing relationships, and continuously refining my strategies based on performance data, I can optimize my efforts to exceed targets.

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What do you consider to be your biggest strength as a Major Account Manager?

My biggest strength lies in my ability to build strong relationships and act as a trusted advisor to clients. This skill enables me to understand their unique challenges and provide tailored solutions that align with their business objectives. I prioritize customer success, which ultimately leads to loyalty and repeat business.

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Arista Networks is an industry leader in cognitive cloud networking for mission-critical data center and campus environments. Arista’s award-winning platforms deliver availability, agility, automation analytics and security through CloudVision® an...

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Full-time, on-site
DATE POSTED
December 6, 2024

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