Arista Networks
Technology
TerritoryAccountManager
“Territory Account Manager at Arista Networks. Skills: New business development, Territory sales, Channel management. Drive and grow sales. Develop direct customer relationships”
What You'll Achieve.
Exceed sales targets; Grow revenue quarter over quarter; Build sustainable pipeline
Industry & Context.
What They're Looking For.
Must Have
Minimum 5 years’ experience in vendor sales role, Proven track record of achieving sales quotas, Experience developing new business opportunities, Experience managing complex sales cycles, Understanding of networking technologies, Understanding of cloud infrastructure, Understanding of virtualisation, Understanding of SDN, Understanding of modern data centre environments, Ability to articulate value propositions, Experience building channel partner relationships, Experience building technology alliance relationships, Established network of Enterprise IT contacts, Established network of channel contacts
Nice to Have
Experience selling enterprise networking solutions, Experience selling cloud networking solutions, Knowledge of Sydney Enterprise market, Knowledge of Sydney Commercial market, Existing relationships with key Australian channel partners, Existing relationships with system integrators
What You'll Do.
Develop direct customer relationships
Build trusted partnerships with VARs
Build trusted partnerships with channel partners
Build trusted partnerships with technology partners
Build trusted partnerships with business partners
Identify IT investment opportunities
Qualify IT investment opportunities
Create strategic engagement plans
Generate pipeline opportunities
Develop territory plan
Expand market presence
Identify new business opportunities
Qualify new business opportunities
Close new business opportunities
Maintain sales pipeline
Utilise consultative sales approach
Understand customer business challenges
Engage with decision-makers
Engage with executive stakeholders
Present business value propositions
Present technical value propositions
Lead customer meetings
Lead customer workshops
Lead customer presentations
Lead strategic account discussions
Reduce total cost of ownership
Deliver business outcomes
Collaborate with internal stakeholders
Execute account strategies
Drive customer engagements
Build strategic relationships with channel partners
Build strategic relationships with VARs
Build strategic relationships with distributors
Build strategic relationships with technology alliance partners
Drive joint pipeline development
Drive co-selling initiatives
Develop technology ecosystem
Expand technology ecosystem
Execute demand generation initiatives
Conduct customer events
Conduct executive briefings
Conduct lunch-and-learns
Conduct technology forums
Attend industry events
Collaborate on campaigns
Collaborate on market awareness activities
Collaborate on lead-generation programs
Represent company at conferences
Represent company at networking events
Stay informed on industry trends
Stay informed on competitor activity
Stay informed on cloud networking technologies
Stay informed on virtualisation
Stay informed on enterprise infrastructure developments
Articulate competitive differentiation
Articulate strategic value
How You'll Work.
Team & Collaboration
Regional Sales Leadership; Enterprise Sales teams; Systems Engineering teams; Solution Architecture teams; Marketing teams; Demand Generation teams; Channel partners; VARs; Distributors; Technology alliance partners; Enterprise customers; Commercial customers; CIOs; CTOs; IT Directors; Infrastructure leaders; Cross-functional engagement
Communication Scope
Presenting; Negotiation
Process & Methodology
Pipeline management, Forecasting
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