Channel Development Manager, Arista
More information about location
Data-driven networking platform
Open for applications
Data-driven networking platform
1001+ employees
Open for applications
More information about location
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
- Leading candidates will possess strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit
- 3+ years of channel management experience / vendor sales within the network industry
- BS/CS/BA Degree or equivalent in addition to previous background in sales or business development
- 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 & SAs
- Strong business acumen
- Must be available for impromptu partner meetings across region…open to 50%+ travel (local & regional)
- Fluent English is essential
- Currently resident in the UK - we do not offer relocation. This is a home working / field based role
What the job involves
- The channel organization at ARISTA is a strategic pillar for our continued growth and leadership position in Software Driven Cloud Networking and a critical component to accomplishing our mission
- As a Channel Development Manager 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 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 ‘go-to’ partners
- 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 the 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 & 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
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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