Who You'll Work With
We are looking for an entrepreneurial Channel SE to be focused on creating and growing the Channel business within our growing organisation in the UK. If you thrive in a fast moving, results-oriented, and rewarding environment, take a closer look at Arista Networks.
Ideally you will have a technical background in networking and exposure to Data Center, Campus and Wifi networking technologies - Arista, Cisco, Juniper, Extreme etc. Maybe you are currently a Technical Account Manager or Sales Engineer in a networking vendor or partner organisation. Ideally you will have a background in Pre-Sales Engineering and will be well versed in networking technologies.
This role requires an individual who is a self-starter and can demonstrate sales leadership skills, deep technical skills and delivering training and product focus to partners. The candidate will also need to develop an extended eco-system of technology and business partners as well as target and attend industry events to drive lead generation as well as running webinars with regular cadence to better connect with and build relationships with partners.
Key to the candidate’s success will be their ability to identify and qualify opportunities and RFPs and executing an engagement plan which creates pipeline opportunities across Arista’s entire portfolio. There is a clear expectation that the candidate will have an appreciation of technology and be able to translate customer priorities into Arista’s differentiated solutions.
Join a team which is driving the transformation to Software Defined Cloud Networking via automated solutions to a named list of Enterprise accounts.
What You'll Do
- Exceed measurable sales objectives and extend the Arista brand within the channel
- You will be responsible for utilising a consultative selling approach with key partners to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio.
- Qualifying new opportunities and delivering sales presentations and RFPs.
- Meet with key decision-makers to present Arista’s value proposition.
- Partner with the UKI Systems Engineering team to design and position compelling solutions that drive down the total cost of ownership
- Collaborate with channel partners to identify prospects and demonstrate best-in-class solutions; be willing and able to build a strong relationship and drive joint pipeline building activities with key partners within the Territory.
- Conduct demand generation activities such as happy hours, lunch-n-learns, webinars and technology forums; Able to direct, build, and manage a demand creation campaign for the Territory encompassing all aspects of marketing, PR and all aspects of pipeline creation.
- Collaborate with Arista peers on marketing plans and best practices.
- Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.
- Articulate in communicating the steps and dependencies to closure, while managing expectations via accurate Forecasting/ reporting and open communication within Arista, Channel, and Eco / Business partners.
#LI-ES1
- A minimum of 5+ years of commercial or technical experience with a working knowledge of selling networking equipment (Router, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data centre, and/or network automation solutions are prerequisites.
- Proven track record of pursuing and closing deals with partners or end customers.
- Fluent English is essential.
- Currently resident in the UK - we do not offer relocation. This is a home working / field based role
- Bachelor Degree (BA/BS,CS,BBA) or equivalent in Computer Science / Networking. MBA desirable.
- Demonstrated people skills and ability to cultivate and maintain relationships at all levels.
- Proven track record of building business plans, documenting the processes, and exceeding sales targets.
- Ability to our regional partners within the territory.
