Major Account Manager

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

📋 Description

• Serve as the representative of Arista to customers, acting as their internal advocate for addressing business challenges.

• Align Arista’s technical capabilities with customer objectives to achieve desired business results.

• Collaborate with Customer Engineers, Professional Services, and Executive teams.

• Execute sales strategies to surpass sales goals across roughly 10–15 enterprise accounts located in Ontario.

• Promote the Arista brand within targeted enterprise accounts in the Greater Toronto Area.

• Employ a consultative selling methodology to meet the needs of hybrid-cloud computing and legacy IT systems.

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

• Partner with systems engineers to design and present solutions that lower total cost of ownership.

• Collaborate with technology partners to identify potential clients and showcase solutions.

• Build and oversee channel relationships within the territory.

• Develop strategic and tactical account plans based on business evaluations.

• Engage in demand-generation activities, such as happy hours, lunch-and-learns, and technology forums.

• Work alongside peers on marketing strategies and best practices.

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

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

⛳️ Requirements

• Candidates must reside in the Greater Toronto Area.

• Candidates should have experience selling complex networking solutions in the Greater Toronto Area.

• A BS/BA degree or equivalent qualification is required.

• Over 7 years of experience in technology sales is necessary.

• A proven history of directly selling into target accounts within the designated territory and consistently exceeding sales objectives is essential.

• Relevant experience in the data center or networking industry, including LAN/WAN or SDN, from a technology partner, competitor, channel partner, or end user.

• A robust network and relationships within the territory are crucial.

• Exceptional interpersonal skills and the ability to build relationships at all levels are needed.

• Previous sales experience and technical knowledge in one or more areas such as Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure, or Cloud computing.

• A hunter mentality and a proven track record in technology sales are required.

• Capability to nurture existing customer relationships and penetrate new logo accounts.

• Ability to function as a trusted advisor and deliver business value to end users and key business stakeholders.

🏝️ Benefits

• Medical benefits.

• Dental benefits.

• Vision benefits.

• Wellbeing benefits.

• Income protection.

• Group Retirement Savings Plan.

• Discretionary Arista bonuses may be available.

• Equity may be available.

• Sales Incentive Plan with commissions based on a percentage of eligible sales.

• Remote work availability.