Major Account Manager - Service Provider

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus, and routing environments. With over $8 billion in revenue, Arista delivers award-winning platforms ranging up to 800G Ethernet speeds, redefining scalability, agility, and resilience. A founding member of the Ultra Ethernet consortium, Arista has shipped over 20 million cloud networking ports worldwide with Cloud Vision and EOS, an advanced network operating system. The company is committed to open standards and values diversity of thought, fostering an inclusive environment where creativity and innovation thrive.

About the role

We are seeking a proven, motivated, and results-driven Major Account Manager to join our growing Regional Service Provider (RSP) sales team. In this role, you will engage with a large Service Provider account and other Regional Service Providers in the Mountain region (AZ, CO, UT, ID), using a consultative selling approach to address business needs and challenges. You will work with key stakeholders to provide technology solutions spanning routing, switching, security, and cloud computing. Alternate locations: Salt Lake City, UT or Phoenix, AZ.

Responsibilities

• Exceed measurable sales objectives and extend the Arista brand within Regional Service Providers (ISP, Cloud Provider) customers in the Mountain region, while developing new logo accounts.
• Utilize a consultative selling approach with key client stakeholders to address business needs related to hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio, including software-driven high-performance Data Centers, Campus (Wired and Wireless Wi-Fi), and 800G Etherlink AI networking platforms.
• Meet with key influencers, decision-makers, and C-level executives to present Arista’s value proposition.
• Collaborate with Arista systems engineers to design and position compelling solutions that drive down total cost of ownership.
• Work 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 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.
• Stay up-to-date with technology partner solutions, competing solutions, and competitor strategies.

Requirements

• BS/BA degree or equivalent, plus 7+ years of technology sales experience.
• Previous experience selling into both large (e.g., Lumen, Charter) and regional Service Providers.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets.
• Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner, or end user.
• Strong rolodex and relationships within the territory.
• Excellent people skills and ability to build relationships at all levels.
• 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, Hyperconverged Infrastructure, or Cloud Computing.

We look for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.

Pay

The new hire base pay for this role ranges from $126,000 to $166,000. The actual salary offered will be based on skills, qualifications, relevant experience, and US location. In addition to base salary, this role may be eligible for discretionary bonuses, commissions, equity, and benefits including medical, dental, vision, wellbeing, tax savings, and income protection programs.

Benefits

• Engineering-centric culture with leadership that understands software engineering principles.
• Flat and streamlined management structure, with software engineering led by those who understand it best.
• Complete ownership of projects for engineers.
• Access to every part of the company, providing opportunities to work across various domains.
• Global hiring with diverse teams and equal stature for all R&D centers.
• Commitment to invention, quality, respect, and fun.