Who You'll Work With
We are looking for an entrepreneurial new business Technical Account Manager to be focused on creating and growing all aspects of sales within our growing Sales organization in the CIS region, with a particular focus on Kazakhstan, Tajikistan, Turkmenistan and Uzbekistan . 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 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 product focus and an ability to grow the revenue contribution on a quarter-by-quarter basis while building a pipeline of opportunity for the coming year. In addition to building a direct customer base, the successful candidate will also need to build a credible relationship with Arista VAR's and channel 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.
Key to the candidate’s success will be their ability to identify and qualify major IT spends of top companies within the Territory and build a strong 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’s 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 select enterprise and commercial accounts.
- You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio.
- Generate new opportunities and sales presentations
- Meet with key decision-makers to present Arista’s value proposition.
- Partner with the Arista 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; establish and manage key channel relationships in your territory; 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, 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
- You are a driven sales leader with a proven track record of pursuing and closing deals within large enterprise organizations.
- A minimum of 10+ years of Sales experience with a focus on developing Enterprise customers in the CIS market .
- This will be a contract role on a B2B basis initially but over time may convert to a full time position.
- Extensive experience of leading PoC processes from both a technical and commercial perspective.
- Working knowledge of selling networking equipment (Router, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or network automation solutions are prerequisites.
- Bachelor Degree (BA/BS,CS,BBA) or equivalent. MBA desirable.
- Fluent Russian and English is essential. Fluency in Turkish would also be beneficial.
- Currently resident in Turkey - we do not offer relocation. This is a home working / field based role
- Proven navigation of End User requirements definition through the contracting and resale processes is mandatory.
- 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.
- Travel to our customers and regional partners within the territory
