Territory Account Manager

Stellenbeschreibung:

Territory Account Manager

Arista Networks is an industry leader in data‑driven, client‑to‑cloud networking for large data center, campus and routing environments. Leveraging the latest advancements in cloud computing, artificial intelligence, and software‑defined networking, Arista delivers solutions that not only meet current digital demands but also anticipate future challenges.

Company Description

Arista values diversity of thought and fosters an inclusive environment where employees from varied backgrounds can thrive. The company’s commitment to excellence has earned it awards such as Best Engineering Team and Best Company for Diversity. Arista takes pride in its track record of high quality and performance across all operations.

Job Description

Who You'll Work With

As a Territory Account Manager in Germany, you will oversee the entire postal code region 2, ideally based centrally within the territory. You will collaborate with channel partners, other internal verticals, and major account managers to manage approximately 85% of the customer base.

Mission

Exceed measurable sales objectives and extend the Arista brand within select enterprise and commercial accounts.
Utilize a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and legacy IT systems.
Generate new opportunities, deliver sales presentations, and meet key decision‑makers to present Arista’s value proposition.
Collaborate with the Arista Systems Engineering team to design compelling solutions that drive down total cost of ownership.
Partner with channel partners to identify prospects and demonstrate best‑in‑class solutions, building strong relationships and joint pipeline activities.
Lead demand‑generation activities such as happy hours, lunch‑n‑learns, and technology forums, and manage demand‑creation campaigns encompassing marketing, PR, and pipeline creation.
Keep up‑to‑date with technology partner solutions, competing solutions, and competitor strategies.
Communicate clearly the steps to closure, manage expectations through accurate forecasting/reporting, and maintain open communication across Arista, Channel, and Business partners.

What You'll Do

Repeat mission responsibilities with detailed focus on the Arista product portfolio—including Data Centre and Campus Networking, Cloud‑based WI‑FI and POE switches, Routing Platform, Cloud Vision, DMF Fabric Monitoring, NDR, Endpoint, and AI‑driven Network Identity Management solutions.
Adopt a consultative selling approach to address hybrid cloud and legacy IT system needs.
Generate new opportunities and sales presentations, and meet key decision‑makers to present Arista’s value proposition.
Collaborate with the Arista Systems Engineering team and sales partners to design solutions and manage a demand‑creation campaign.
Work closely with channel and internal partners, and keep up‑to‑date with technology trends and competitor strategies.

Qualifications

Minimum 5 years of experience in a vendor or partner role selling networking technology to Enterprise and Commercial customers.
Experience selling network equipment (Router, Switch, SDN, SD‑WAN, Campus Networks, Network Virtualization, NFV), data center, or network automation is a prerequisite.
Track record of achieving and exceeding sales quotas.
Ability to discuss Arista’s value proposition at exploratory meetings and engage at all user levels.
Knowledge of current industry trends, virtualization, SDN, and cloud.
Strong work ethic and winning mentality.
Bachelor’s degree (BA/BS/CS/BBA) or equivalent, with MBA desirable.
Fluent in German and English.
Resident of Germany (no relocation offered; remote/field‑based).
Proven ability to navigate end‑user requirements through contracting and resale processes.
Demonstrated people skills and relationship‑building at all levels.
Track record of building business plans, documenting processes, and exceeding sales targets.
Passion for storytelling to present the Arista story convincingly.
Technical knowledge or background is highly desirable.