Company Description:

- Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments.

- Arista is a well-established and profitable company with over $8 billion in revenue.

- Arista's award-winning platforms, ranging in Ethernet speeds up to 800G bits per second, redefine scalability, agility, and resilience.

- Arista is a founding member of the Ultra Ethernet consortium.

- We have shipped over 20 million cloud networking ports worldwide with CloudVision and EOS, an advanced network operating system.

- Arista is committed to open standards, and its products are available worldwide directly and through partners.

- At Arista, we value the diversity of thought and perspectives each employee brings.

- We believe fostering an inclusive environment where individuals from various backgrounds and experiences feel welcome is essential for driving creativity and innovation.

- Our commitment to excellence has earned us several prestigious awards, such as the Great Place to Work Survey for Best Engineering Team and Best Company for Diversity, Compensation, and Work-Life Balance.

- At Arista, we take pride in our track record of success and strive to maintain the highest quality and performance standards in everything we do.

Job Description:

Who You'll Work With:

- You will act as a vital cross-functional bridge, collaborating closely with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions.

- You will engage directly with Customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms.

- Internally, you will also align with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.

What You'll Do:

As part of the Arista Networks Professional Services organization, a Professional Services Business Development Manager (PS BDM) is responsible for managing the PS Pre-Sales process and requires sales and technical expertise to actively engage with Arista Customers to create deliverables ranging from solution and capabilities presentations, proposals and contracts.

- In this capacity, the PS BDM is accountable for growing and managing the PS pipeline with close interactions with Customers, Sales, Arista PS Leads, Marketing and PLM.

- Primary activities include: PS services presentations, solution identification, creating responses to RFPs and daily interactions to position and develop customized solutions for Customers.

- The PS BDM will work closely with the PS Technical Leads and engineers to appropriately scope the proposed engagements.

- An additional key interaction is with PS resource planning.

- Key indicators for success include building pipeline, increasing close rates, Customer and Sales teams satisfaction, building PS mind-share and increasing PS awareness in our Sales organization and with Customers.

- Markets/promotes/positions PS offerings to Customers, Partners and Sales Teams.

- SME on PS Pre-Sales: Positioning, Proposals, Process & Pricing Oversees: Pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation and other artifacts depending on the sales stage.

- Monitors post-sales deliverables for consistency in content with the solutions sold and feedback on pre-sales process.

- Negotiates business terms and contracts - lead PS interface w/ Legal and Finance Leads, mentors and guides PS pre-sales engagements.

- Reviews and provides pricing & discounting to management.

- Business reviewer/approver of contracts.

- Pre-sales pipeline reporting and overall PS pre-sales status reporting.

- Provides awarded project handoff to PS PMs and delivery resource planning.

- Monitor response times and deliverable quality.

- Trained on Arista Sales methodologies and solutions.

Role Specific Tasks:

- The following tasks will be performed by the BDM as part of some or all engagements:.

- Respond to Professional Services sections of RFPs.

- Perform Customer presentations of PS Solutions.

- Lead the needs analysis and outline process flows for PS delivery options.

- Craft proposals, SOWs and contracts.

- Create innovative, yet realistic solutions, to meet Customers' needs.

- Have a working knowledge of the PS deliverable metrics and capabilities.

- Effectively manage multiple requests for Professional Services Pre-Sales support.

- Create and manage scoping teams to effectively address Customer requirements.

- Oversee and manage regional PS pipeline.

- Integrate and propose additional Arista Networks services and products to Customers when appropriate, such as formal training, maintenance contracts, resident engineering services, etc.

- Effectively and collaboratively work with Sales and PS Delivery.

- Review master agreements and coordinate with Sales Ops, Legal, Finance and others as required.

- Lead PS Pre-Sales team to improve the pre-sales process and generate and update the appropriate templates and artifacts to allow the business to grow in a scalable way.

Qualifications:

- Minimum 10 years providing system integration experience in marketing and selling professional services solutions.

- Experience in managing Customers through the sale and delivery of large projects in the Enterprise or Service Provider markets.

- Strong writing, presentation and contract negotiation skills.

- Able to travel nationally and internationally, as required.

- Education - MBA and Technical Degree or equivalent preferred, as well as ongoing network vendor products training/certifications.

- Strong drive to 'reach across the aisle' as required to build Customer solutions, independent of the formal management structures in place.

Skills And Competencies:

- The Arista Networks Professional Services Business Development Manager possesses the following skills and competencies: Strong management experience - Account planning, developing solutions for complex projects, team building and conflict management.

- Excellent communication skills with both Customers and internal technical and sales teams with heavy emphasis on presentations, negotiations and contracting Sales leadership experience, organizational and motivational skills.

- Strong writing skills primarily in articulating a proposed solution and representing process and tasks in contracts/statements of work.

- Strong business skills related to budgeting, financial and legal reviews, contracting, purchasing.

- Strong knowledge in Customer verticals, UCN solutions and professional services-led delivery engagements.

- Knowledgeable in high-performance networking and switching systems.

- Knowledgeable of Salesforce pipeline management, project management and reporting tools.

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.