Professional Services Business Development Manager (Services Sales)

About the role

The Arista Networks Professional Services Business Development Manager (PS BDM) is responsible for managing the PS Pre-Sales process. This role requires a combination of sales and technical expertise to actively engage with Arista customers, Sales teams, and PS Technical Leads to scope complex engineering solutions.

Responsibilities

• Manage the PS Pre-Sales process and actively engage with Arista Customers to create deliverables ranging from network solution and capabilities presentations, proposals, and contracts.
• Collaborate with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions.
• Engage directly with Customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms.
• Align internally with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.
• Work closely with the PS Technical Leads and engineers to appropriately scope the proposed engagements.
• Oversee pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation, and other artifacts depending on the sales stage.
• Maintain consistency in content of post-sales deliverables with the solutions sold and provide feedback on the pre-sales process.
• Negotiate business terms and contracts - lead PS interface with Legal and Finance.
• Provide awarded project handoff to PS PMs and delivery resource planning.
• Monitor response times and deliverable quality.
• Train on Arista Sales methodologies and solutions.
• Review and provide pricing & discounting to management.
• Act as a business reviewer/approver of contracts.
• Report on pre-sales pipeline and overall PS pre-sales status.
• Lead PS Pre-Sales team to improve the pre-sales process and generate and update the appropriate templates and artifacts to allow the business to grow in a scalable way.

Qualifications

• Minimum 10+ years providing and selling professional services solutions, preferably for data center, campus, SD-WAN networking migrations and deployments.
• Experience in managing Customers through the sale and delivery of large projects in the Enterprise or Service Provider markets.
• Strong writing, presentation, and contract negotiation skills.
• Previous experience with writing Statements of Work (SOW) and responding to RFP requests.
• G Suite Tools, Kantata, SalesForce CRM tool usage skills required.
• Able to travel nationally and internationally, as required.
• PREFERRED EDUCATION: MBA or Technical Degree (e.g., Bachelor of Science) or equivalent preferred, along with ongoing network vendor products training/certifications.
• PMI or project management-related certifications are desirable.

Skills and Competencies

• Strong management experience – Account planning, developing solutions for complex projects, team building, and conflict management.
• Excellent communication skills with both Customers and internal technical and sales teams with heavy emphasis on presentations, negotiations, and contracting.
• Sales leadership experience, organizational, and motivational skills.
• Strong writing skills primarily in articulating a proposed solution and representing process and tasks in contracts/statements of work.
• Strong business skills related to budgeting, financial and legal reviews, contracting, purchasing.
• Knowledgeable in high-performance networking and switching systems.
• Knowledgeable of Salesforce pipeline management, project management, and reporting tools.

Bonus Information

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus, and routing environments. 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.