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Channel Development Manager
2 months ago
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 DescriptionWho You'll Work With
As a team member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve your customer’s business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer’s behalf. Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Director or Area VP of Sales.
What You'll Do
As a Channel Development Manager (CDM) at Arista Networks, your
primary responsibility will be to drive partner-initiated revenue growth with
our most strategic channel partners. Utilize your exceptional presentation
and relationship-building skills to convey Arista’s value proposition
(spanning Data Center, Campus and recently added…Network
Observability) to a diverse group of sales and technical staff while
conducting on-going sales enablement.
You’ll be an integral member of the regional sales team, ensuring that we
maximize field collaboration with our ‘goto’ partners. Leading candidates
will possess strong critical-thinking mentality, a commanding presence, and
an entrepreneurial spirit.
At Arista, we’re committed to facilitate a disruptive shift in the way
organizations design, deploy and operate their enterprise
network…whether private, public, cloud-native or multi-cloud. This is no
simple undertaking and the reason why we’re seeking energetic achievers
who are as committed to shaping the future of client-to-cloud networking as
we are.
Your activities will center on building solid rapport with partners to achieve
measurable results in brand awareness across the channel, increased
revenue and expanded share in campus market. Your success in this role
will span the creation and execution of extraordinary business plans with
each focus partner. You’ll be measured primarily on the joint business
outcome with your regional partners while demonstrating your ability to
work across all levels within the partner organization.
Roles and Responsibilities
Develop and leverage executive partner relationships and
continuously increase Arista mindshare across the organization
Generate enthusiasm/drive among partner sales and engineering
teams to sell Arista products and services
Systematic cadence with ELITE, and ELITEPLUS partners to
sharpen prospecting skills related to use cases where Arista excels
Management/Oversight of Arista partners in region with whom you
will conduct on-going business planning
Active participation and contributing to the sales process with
partners
Business plans will be completed for each focus partner,
reviewed/updated quarterly with KPIs
Acute accountability for jointly-developed goals
Bi-weekly review of partner-initiated opportunities
Manage and enforce program level compliance with up-leveled
partners
Build, administer, manage and/or deliver accreditation training for
partner sales and technical staff
Develop and drive incentive programs (SPIFs) to scale pipeline build
and accelerate closing business
Oversight of MDF including funding allocation, resourcing and logistics
to drive success in all partner-related demand generation activities
Engage with key partners to develop proficiencies in delivering
services around Arista solution set
Ensure that partner portal is equipped with the right assets to ensure
partners are effective in communicating ARISTA’s value proposition
Recruit/Enlist/Enable new partners
Join Us
The channel organization at ARISTA is a strategic pillar for our continued
growth and leadership position in Software Driven Cloud Networking and a
critical component to accomplishing our mission. Channel development is
an extension of our regional sales teams, with a laser-focused objective of
empowering our esteemed channel partners to successfully identify
opportunities in which we will collaborate to position ARISTA’s acclaimed
products and services. This team is tasked with taking our industry-
recognized achievements in Data Center into the Campus/Edge.
If you’re looking for a unique opportunity to be part of a fun and spirited
team, putting your fingerprint on building a world-class channel, thriving in
an exciting fast-moving market and making a difference with all your hard
work…ARISTA could be a perfect match
Qualifications
BS/CS/BA Degree or equivalent in addition to previous background
in sales or business development
3+ years of dynamic channel management experience within the
network industry
Sales experience a plus
Excellent interpersonal and facilitation skills
Desire to be part of and contribute to building a world-class channel
program
Tenacious and assertive ‘hunter’ mentality…just get it done
Ability to pivot between having a business value conversation with
sales executives and a technical discussion with SEs and SAs
Strong business acumen
Must be available for impromptu partner meetings across
region…open to 50%+ travel (local and regional)
Compensation Information:
The new hire base pay for this role has a salary range of $80,000 to $131,000. The actual salary offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and US location. The salary range provided reflects the base salary and in addition may also be eligible for discretionary Arista bonuses, commissions, equity, and 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.
Additional Information
All your information will be kept confidential according to EEO guidelines.
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.
