Major Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership and expand a strategic territory comprising 12–15 designated enterprise accounts.

• Surpass sales targets by creating new opportunities, enhancing existing relationships, and entering into new accounts.

• Cultivate relationships with CIOs, CTOs, network leaders, infrastructure executives, architects, and other key decision-makers.

• Employ consultative, value-driven selling techniques to identify business challenges and showcase Arista networking solutions.

• Collaborate with systems engineers to design and present solutions that minimize total cost of ownership.

• Partner with technology collaborators to pinpoint prospects and exhibit solutions.

• Establish and maintain crucial channel relationships.

• Develop strategic and tactical account plans informed by regular business reviews.

• Execute demand generation initiatives, including happy hours, lunch-and-learns, and technology forums.

• Work together with colleagues on marketing strategies and best practices.

• Monitor technology partner solutions, competitive offerings, and competitor tactics.

• Align technical resources to meet customer business objectives.

• Report directly to a Regional Sales Manager or Area Vice President of Sales.

⛳️ Requirements

• Must be located in the greater San Francisco Bay Area.

• Experience in selling networking solutions to large enterprise accounts within this market.

• Bachelor’s degree (BS/BA) or equivalent qualifications.

• A minimum of 8 years of experience in technology enterprise sales.

• Demonstrated success in direct selling to target accounts within the assigned territory and consistently exceeding sales goals.

• Relevant background in data center or networking (LAN/WAN, SDN) from a technology partner, competitor, channel partner, or end user.

• A robust network of contacts and strong relationships within the territory.

• Excellent interpersonal skills and the ability to foster relationships at all organizational levels.

• Sales experience and technical expertise in one or more of the following areas: Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyperconverged Infrastructure, Cloud Computing, Agentic AI, or AI accounts.

🏝️ Benefits

• Discretionary bonuses.

• Commissions.

• Equity.

• Medical benefits.

• Dental benefits.

• Vision benefits.

• Wellbeing benefits.

• Tax savings benefits.

• Income protection benefits.

• Option for remote work.