Federal Major Account Manager - Civilian Agencies
Arista Networks, Washington, District of Columbia, United States
Company Description
Arista Networks
is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. We leverage cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to meet current demands and anticipate future challenges. We value diversity of thought and perspectives, fostering an inclusive environment essential for driving creativity and innovation. Our commitment to excellence is reflected in awards for engineering, diversity, compensation, and work-life balance. What You'll Do
Join a team driving the transformation to Software Defined Cloud Networking via automated solutions to the world’s largest Enterprise customer base, the U.S. Federal Government. You will partner with Customer Engineers, Professional Services and Executive teams to help them understand how to execute on your customer’s behalf. You will collaborate with sales professionals to support team success. This role typically reports to a Regional Sales Manager or Area VP of Sales. The Federal Client Director position will be aligned to our Civilian Agency practice. This role will be instrumental in leading the pursuit, capture and development of both customer and partner relationships with an emphasis on vertical and horizontal growth. You will develop a 3-year Arista business plan that is measurable to the growth of our FED Sales revenues. Alternate Locations: DMV Area - Reston, VA (Northern Virginia), Bethesda, MD Job Responsibilities
You will leverage your in-depth Federal Sales background to lead sales strategies to meet revenue goals within Federal Civilian Agencies (e.g., DOE, FAA, IRS, DHS, HHS). The Client Executive will be responsible for consultative selling and solution development efforts that address Federal customer needs, coordinating involvement of all necessary company resources, including sales operations, service, and management, to meet account performance objectives and customer expectations. You will identify, develop and close sales opportunities across the Arista product portfolio including high-performance Data Center Campus, AI Networking platforms, and Arista Cloud Vision (network automation & telemetry). Establish productive, professional relationships with key personnel in assigned agencies. Create and execute targeted account plans in concert with partner managers and the sales engineering team. Establish customer demand through pre-engagement planning, research, and solution alignment to mission. Manage and align year 1 to year 3 business priorities across a named account territory. Create a marketing plan aligned with named accounts and territory. Qualifications
You are a driven Sales Leader within the Federal Sales space with in-depth knowledge of US Federal programs and Civilian agency operations. We are seeking an individual who wants to build a Federal Civilian agency franchise. Minimum Job Requirements
Bachelor Degree (BA/BS, CS, BBA) or equivalent A minimum of 10+ years of Federal Sales experience within Civilian agencies (HHS, Social Security, EPA, DoE, DoJ, SEC, FEMA, etc) In-depth knowledge of Federal procurement programs and driving strategies in the capture and pursuit of opportunities within the Federal Government and Federal Systems Integrators. Demonstrated experience selling into US Federal accounts, Federal Systems Integrators, and Managed Service Providers. Demonstrated leadership skills to lead internal cross-functional teams within Engineering, Legal, Marketing and external partners. Proven navigation of End User requirements definition through contracting and resale processes. Working knowledge of networking (Route, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV), data center, and/or network automation solutions. Demonstrated people skills and ability to cultivate and maintain relationships at all levels. Proven track record of building business plans, documenting processes, and exceeding sales targets. Travel to customers and partners by air and land is part of the role and is required. Customer base requires US Citizenship, background checks, potential clearance processes. Active security clearances are preferred (TS/SCI), but not mandatory. Compensation Information
The new hire base pay for this role has a salary range of $132,000 to $180,000. The actual salary offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and US location. The salary range provided may also include discretionary bonuses, commissions, equity, and benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location. Additional Information
Arista Networks is an equal opportunity employer. All hiring and employment-related decisions are made in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or local law. All your information will be kept confidential according to EEO guidelines.
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Arista Networks
is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. We leverage cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to meet current demands and anticipate future challenges. We value diversity of thought and perspectives, fostering an inclusive environment essential for driving creativity and innovation. Our commitment to excellence is reflected in awards for engineering, diversity, compensation, and work-life balance. What You'll Do
Join a team driving the transformation to Software Defined Cloud Networking via automated solutions to the world’s largest Enterprise customer base, the U.S. Federal Government. You will partner with Customer Engineers, Professional Services and Executive teams to help them understand how to execute on your customer’s behalf. You will collaborate with sales professionals to support team success. This role typically reports to a Regional Sales Manager or Area VP of Sales. The Federal Client Director position will be aligned to our Civilian Agency practice. This role will be instrumental in leading the pursuit, capture and development of both customer and partner relationships with an emphasis on vertical and horizontal growth. You will develop a 3-year Arista business plan that is measurable to the growth of our FED Sales revenues. Alternate Locations: DMV Area - Reston, VA (Northern Virginia), Bethesda, MD Job Responsibilities
You will leverage your in-depth Federal Sales background to lead sales strategies to meet revenue goals within Federal Civilian Agencies (e.g., DOE, FAA, IRS, DHS, HHS). The Client Executive will be responsible for consultative selling and solution development efforts that address Federal customer needs, coordinating involvement of all necessary company resources, including sales operations, service, and management, to meet account performance objectives and customer expectations. You will identify, develop and close sales opportunities across the Arista product portfolio including high-performance Data Center Campus, AI Networking platforms, and Arista Cloud Vision (network automation & telemetry). Establish productive, professional relationships with key personnel in assigned agencies. Create and execute targeted account plans in concert with partner managers and the sales engineering team. Establish customer demand through pre-engagement planning, research, and solution alignment to mission. Manage and align year 1 to year 3 business priorities across a named account territory. Create a marketing plan aligned with named accounts and territory. Qualifications
You are a driven Sales Leader within the Federal Sales space with in-depth knowledge of US Federal programs and Civilian agency operations. We are seeking an individual who wants to build a Federal Civilian agency franchise. Minimum Job Requirements
Bachelor Degree (BA/BS, CS, BBA) or equivalent A minimum of 10+ years of Federal Sales experience within Civilian agencies (HHS, Social Security, EPA, DoE, DoJ, SEC, FEMA, etc) In-depth knowledge of Federal procurement programs and driving strategies in the capture and pursuit of opportunities within the Federal Government and Federal Systems Integrators. Demonstrated experience selling into US Federal accounts, Federal Systems Integrators, and Managed Service Providers. Demonstrated leadership skills to lead internal cross-functional teams within Engineering, Legal, Marketing and external partners. Proven navigation of End User requirements definition through contracting and resale processes. Working knowledge of networking (Route, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV), data center, and/or network automation solutions. Demonstrated people skills and ability to cultivate and maintain relationships at all levels. Proven track record of building business plans, documenting processes, and exceeding sales targets. Travel to customers and partners by air and land is part of the role and is required. Customer base requires US Citizenship, background checks, potential clearance processes. Active security clearances are preferred (TS/SCI), but not mandatory. Compensation Information
The new hire base pay for this role has a salary range of $132,000 to $180,000. The actual salary offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and US location. The salary range provided may also include discretionary bonuses, commissions, equity, and benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location. Additional Information
Arista Networks is an equal opportunity employer. All hiring and employment-related decisions are made in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or local law. All your information will be kept confidential according to EEO guidelines.
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