Channel Account Manager

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

Who You'll Work With

We have an exciting opportunity for a success driven sales professional to fulfil the newly created role of Channel Account Manager within our growing Sales organization in The Nordics. If you thrive in a fast moving, results-oriented, and rewarding environment, take a closer look at Arista Networks.

As a Channel Account Manager at Arista Networks, your primary responsibility will be to drive partner-initiated revenue growth with Arista’s strategic channel partners in Denmark, Sweden, Norway and Finland. Utilising your exceptional presentation and relationship-building skills to convey Arista’s value proposition (spanning Data Center, Campus, 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. Leading candidates will possess a strong critical-thinking mentality, a commanding presence, and an entrepreneurial spirit.

At Arista, we’re committed to facilitating a disruptive shift in the way organizations design, deploy and operate their enterprise network…whether private, public, cloud-native or multi-cloud. This is no simple undertaking and the reason why we’re seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are.

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 laser-focused objective of empowering our esteemed channel partners to successfully identify opportunities in which we will collaborate to position ARISTA’s acclaimed products and services. This team is tasked with taking our industry-recognized achievements in Data Center into the Campus/Edge.

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 the Campus Network 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.

What You'll Do

• 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 partners to sharpen prospecting skills related to use cases where Arista excels Management/Oversight of Arista partners in the Nordics 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 the partner portal is equipped with the right assets to ensure partners are effective in communicating Arista’s value proposition.

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Qualifications

• 3+ years of channel or partner management experience within the networking industry
• Bachelor Degree (BA/BS,CS,BBA) or equivalent.
• Fluency in Danish and English is essential. Fluency in Swedish, Norwegian or Finnish also highly desirable.
• Currently resident in Denmark - we do not offer relocation. This is a home working / field based role.
• Profound sales expertise in networking, network security, storage, or data center infrastructure is essential for this position.
• You must possess excellent presentation skills and the ability to work with cross-functional teams.
• 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.
• Must be available for impromptu partner meetings across the Nordic region…open to 50%+ travel (local and regional).