The Team - Who You'll Work With
This role reports to the Arista LatAm Regional Sales Director. As a member of the Arista Sales Team, you are the face of Arista to our partners and 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 and sales engineering professionals.
What You'll Do
- 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 for multiple use cases including Data Center and AI, Campus, Wide Area Networking, and Zero-Trust Security blueprint (AGNI, Network Observability, NDR, etc) 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 Arista is able maximize field collaboration with our ‘goto’ partners.
- At Arista, we’re committed to facilitate 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 through the “New Operating Model” pioneered by Arista.
- You will work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership, while collaborating with partners to identify prospects and demonstrate best- in-class solutions.
- 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, while demonstrating your ability to work across all levels within the partner organization.
- Your success in this role will span the creation and execution of extraordinary business plans with each focus partner, and you will be measured primarily on the joint business outcome with those partners.
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 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 and Develop new partners.
Who Are You?
Leading candidates will possess strong critical-thinking and hunter mentality, a commanding presence, and an entrepreneurial spirit. You have a proven track record of technology sales including cultivating relationships with partners in addition to penetrating new logo/accounts and/or use cases. You are an influencer and possess the ability to act as a trusted advisor to deliver business value to both partners and end users/key business stakeholders. Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.
Minimum Job Requirements:
- BS/CS/BA Degree or equivalent in addition to previous background in technical sales or business development.
- 5+ years of dynamic channel management experience within the networking industry.
- Direct sales experience is a plus.
- Excellent interpersonal and facilitation skills with strong business acumen.
- 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.
- Must be available for impromptu partner meetings across region…open to 50%+ travel (local and regional).
- All over Mexico Territory plus Caribbean, Central America, and Andean Countries in Latam including Colombia, Ecuador and Venezuela.
- Language Skills - Native Spanish plus fluency in English.
