Channel Growth Specialist

7 days ago


New York, New York, United States Arista Networks Full time
Job Description

Arista Networks is a leading provider of data-driven, client-to-cloud networking solutions for large data center, campus, and routing environments. Our company is driven by a relentless pursuit of innovation, leveraging 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.

We value the diversity of thought and perspectives that each employee brings to the table, fostering an inclusive environment where individuals from various backgrounds and experiences feel welcome. This diversity is essential for driving creativity and innovation, which has earned us several prestigious awards, including Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance.

Key Responsibilities
  • Develop and leverage executive partner relationships to increase Arista mindshare across the organization.
  • Generate enthusiasm and drive among partner sales and engineering teams to sell Arista products and services.
  • Systematically work with ELITE and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels.
  • Manage and oversee Arista partners in the region, conducting ongoing business planning and reviewing/ updating quarterly business plans with KPIs.
  • Participate actively in the sales process with partners, ensuring acute accountability for jointly-developed goals.
  • Review partner-initiated opportunities bi-weekly and manage program-level compliance with up-leveled partners.
  • Build, administer, manage, and 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 sets.
  • Ensure that partner portals are equipped with the right assets to ensure partners are effective in communicating Arista's value proposition.
  • Recruit, enlist, and enable new partners.
Requirements
  • BS/CS/BA degree or equivalent, with 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' with the ability to pivot between business value conversations with sales executives and technical discussions with SEs and SAs.
  • Strong business acumen.
  • Ability to travel up to 50%+ for impromptu partner meetings.


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