Channel Development Manager
Channel Development Manager
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1 Vacancy
Job Description
Who Youll Work With
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 Aristas technical resources to achieve your customers 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 customers behalf. Our sales teams have a culture of team success where youll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Director or Area VP of Sales.
What Youll Do
As a Channel Development Manager (CDM) at Arista Networks your
primary responsibility will be to drive partnerinitiated revenue growth with
our most strategic channel partners. Utilize your exceptional presentation
and relationshipbuilding skills to convey Aristas value proposition
(spanning Data Center Campus and recently addedNetwork
Observability) to a diverse group of sales and technical staff while
conducting ongoing sales enablement.
Youll be an integral member of the regional sales team ensuring that we
maximize field collaboration with our goto partners. Leading candidates
will possess strong criticalthinking mentality a commanding presence and
an entrepreneurial spirit.
At Arista were committed to facilitate a disruptive shift in the way
organizations design deploy and operate their enterprise
networkwhether private public cloudnative or multicloud. This is no
simple undertaking and the reason why were seeking energetic achievers
who are as committed to shaping the future of clienttocloud networking as
we are.
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. Youll 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.
Roles and Responsibilities
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 ongoing 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 jointlydeveloped goals
Biweekly review of partnerinitiated opportunities
Manage and enforce program level compliance with upleveled
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 partnerrelated 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 ARISTAs value proposition
Recruit/Enlist/Enable new partners
Join Us!
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. Channel development is
an extension of our regional sales teams with a laserfocused objective of
empowering our esteemed channel partners to successfully identify
opportunities in which we will collaborate to position ARISTAs acclaimed
products and services. This team is tasked with taking our industry
recognized achievements in Data Center into the Campus/Edge.
If youre looking for a unique opportunity to be part of a fun and spirited
team putting your fingerprint on building a worldclass channel thriving in
an exciting fastmoving market and making a difference with all your hard
workARISTA could be a perfect match!
Qualifications :
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 worldclass channel
program
Tenacious and assertive hunter mentalityjust 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
regionopen to 50% travel (local and regional)
Compensation Information:
The new hire base pay for this role has a salary range of $80000 to $131000. The actual salary offered will be based on a wide range of factors including skills qualifications relevant experience and US location. The salary range provided reflects the base salary and in addition may also be eligible for discretionary Arista bonuses commissions equity and benefits including medical dental vision wellbeing tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location.
Additional Information :
All your information will be kept confidential according to EEO guidelines.
Arista Networks is an equal opportunity employer. Arista makes all hiring and employmentrelated decisions in a nondiscriminatory manner without regard to race color religion sex sexual orientation gender identity national origin or any other factor determined to be unlawful under applicable federal state or law law. All your information will be kept confidential according to EEO guidelines.
Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
