Major Account Manager

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

📋 Description

• Serve as a trusted advisor and advocate for enterprise accounts.

• Coordinate Arista's technical resources to fulfill customer business objectives.

• Execute sales strategies to surpass targets across 15–20 designated enterprise accounts in the San Francisco region.

• Promote the Arista brand within assigned enterprise accounts.

• Employ a consultative sales approach to address hybrid cloud and legacy IT requirements across Arista’s product range.

• Engage with influencers, decision-makers, and C-level executives to convey Arista’s value proposition.

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

• Partner with technology allies to identify prospects and showcase solutions.

• Develop and manage channel partnerships in the designated territory.

• Create strategic and tactical account plans informed by business reviews.

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

• Work with colleagues on marketing strategies and best practices.

• Keep track of technology partner solutions, competing offerings, and competitor tactics.

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

⛳️ Requirements

• Must reside in the greater San Francisco area.

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

• Over 8 years of experience in technology enterprise sales.

• Demonstrated success in direct selling to target accounts and surpassing sales goals.

• Relevant background in the data center or networking industry from technology partners, competitors, channel partners, or end users.

• Hunter mentality with a proven record in technology sales.

• Experience in nurturing existing customer relationships and acquiring new-logo accounts.

• Capability to act as a trusted advisor and provide business value to end users and key stakeholders.

• Extensive network and relationships within the territory.

• Strong interpersonal skills and the ability to build relationships at all levels.

• Previous sales experience along with technical knowledge in networking, SDN, NFV, switching, network automation, routing, data center, edge computing, network virtualization, hyper-converged infrastructure, cloud computing, Agentic AI, and/or AI accounts.

🏝️ Benefits

• Discretionary Arista bonuses.

• Commissions.

• Equity.

• Medical benefits.

• Dental benefits.

• Vision benefits.

• Wellbeing benefits.

• Tax savings benefits.

• Income protection benefits.