Account Manager – Enterprise Business

Job Description

Who You’ll Work With

As a team member of the Arista Sales team, you are the face of Arista to our 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 professionals. This role typically reports to a Regional Sales Manager or Area VP of Sales.

What You’ll Do

The Account Manager (AM) will be responsible for driving sales revenue and managing relationships with large enterprise accounts in the Delhi NCR region. The key verticals include IT/ITeS, Cloud Service Providers (CSP), BFSI, Healthcare, and Manufacturing. The AM will represent Arista's comprehensive portfolio of networking solutions, demonstrating exceptional customer focus while managing all aspects of the sales cycle, from account planning and lead qualification to negotiation and closure. This is a quota-carrying role and an integral part of Arista's sales team.

Key Responsibilities:

1. Account Management & Planning:
   • Create and execute effective account plans to deliver sales objectives, focusing on customer business priorities, industry trends, and Arista’s unique value proposition.
   • Develop in-depth knowledge of assigned accounts, including business strategies, key stakeholders, and decision-making processes.
2. Sales Execution:
   • Meet and exceed assigned sales quotas through targeted prospecting, qualification, and deal closure.
   • Drive the adoption of Arista’s advanced networking solutions across IT/ITeS, CSP, BFSI, healthcare, and manufacturing verticals.
   • Build and manage a strong pipeline of opportunities, ensuring accurate forecasting and reporting through CRM tools.
3. Customer Success:
   • Develop a deep understanding of customers’ business challenges and position Arista as a trusted partner for their networking needs.
   • Expand Arista’s footprint within existing accounts by fostering strong customer relationships and identifying cross-sell/up-sell opportunities.
4. Collaboration & Team Leadership:
   • Lead and coordinate a matrixed account team, including Systems Engineers, Business Development Representatives, Inside Sales Support, and Partner Teams.
   • Collaborate with channel partners to enhance account coverage and drive joint sales initiatives.
5. Market Knowledge & Strategy:
   • Stay updated on market trends, competitive landscape, and industry developments, particularly in the assigned verticals.
   • Provide feedback to internal teams to enhance Arista’s products and strategies for the enterprise market.
6. Other Responsibilities:
   • Travel as required to customer locations for meetings and sales engagements.
   • Participate in Arista’s strategic planning, training programs, and team-building activities

Qualifications

• 10-18 years of experience in field-based enterprise sales, ideally in the networking, IT infrastructure, or cloud solutions domain.
• Proven track record of managing large accounts in IT/ITeS, CSP, BFSI, healthcare, or manufacturing verticals.
• Demonstrated ability to close complex, high-value deals.
• Strong understanding of networking solutions, cloud technologies, or enterprise IT infrastructure.
• Familiarity with concepts like SDN, data centers, cloud platforms, and AI-driven networking is preferred.
• Strong account planning and pipeline management skills.
• Exceptional relationship-building and stakeholder management abilities.
• Excellent verbal and written communication skills.
• Highly motivated, self-driven, and results-oriented.
• Hunting mindset.

Education:

• Bachelor’s degree in engineering, business, or related fields preferred. Equivalent experience will be considered.

Additional Information

Arista stands out as an engineering-centric company. Our leadership, including founders and engineering managers, are all engineers who understand sound software engineering principles and the importance of doing things right.

We hire globally into our diverse team. At Arista, engineers have complete ownership of their projects. Our management structure is flat and streamlined, and software engineering is led by those who understand it best. We prioritize the development and utilization of test automation tools.

Our engineers have access to every part of the company, providing opportunities to work across various domains. Arista is headquartered in Santa Clara, California, with development offices in Australia, Canada, India, Ireland, and the US. We consider all our R&D centers equal in stature.

Join us to shape the future of networking and be part of a culture that values invention, quality, respect, and fun.