Channel Development Manager, Arista
$80-131k
Data-driven networking platform
Be an early applicant
Data-driven networking platform
1001+ employees
Be an early applicant
$80-131k
1001+ employees
Company mission
To design, manufacture and deliver leading data-driven cloud networking solutions in an environmentally and socially sustainable manner.
Role
Who you are
- 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)
What the job involves
- 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
- 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
- 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
- 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
Our take
Arista is a supplier of cloud networking solutions, addressing the needs of internet companies, cloud service providers, and enterprises. While the business is not tied to a crowd of large customers, companies are nonetheless attracted to its CloudVision Software - which has the potential to save them a significant amount of money.
The company's growth so far has led to it being seen as a rising star in the computer networking industry. It competes directly with digital giant Cisco, but despite this boasts impressive revenue growth. In fact, Arista has been vocal with its confidence that it can continue to grow at a rapid pace, as it further develops its offering for the networking market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Apr 2020
$36m
SERIES C
Jul 2017
$30m
LATE VC
Total funding: $66m
Company values
- Respect
- Integrity
- Teamwork
- Innovation
- Passion
- Trust
- Quality
Company HQ
Santa Clara, CA
Articles
Leadership
Andreas von Bechtolsheim
(CDO)Previously was a co-founder and Chief System Architect at Sun Microsystems. Has also received the EY 2015 US Entrepreneur of the Year Award and is a member of the National Academy of Engineering.
Kenneth Duda
(CTO)Holds 3 simultaneous engineering degrees from MIT as well as a PhD in Computer Science from Stanford University. Previously worked as the CTO at There and was also the first employee of Granite Systems, where they lead the software development team.
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