Channel Development Manager

2 months ago

London, Greater London, United Kingdom Arista Networks Full time
Job Summary

Arista Networks is seeking a highly skilled Channel Development Manager to drive partner-initiated revenue growth with our most strategic channel partners. As a key member of our regional sales team, you will be responsible for building strong relationships with partners, developing and executing business plans, and driving joint business outcomes.

Key Responsibilities
  • Develop and leverage executive partner relationships to increase Arista mindshare across the organization
  • Generate enthusiasm and drive among partner sales and engineering teams to sell Arista products and services
  • Systematic cadence with ELITE and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels
  • Management and oversight of Arista partners in the region, including on-going business planning and quarterly reviews
  • Active participation and contribution to the sales process with partners
  • Business plans will be completed for each focus partner, reviewed and updated quarterly with key performance indicators (KPIs)
  • Acute accountability for jointly-developed goals and bi-weekly review of partner-initiated opportunities
  • Manage and enforce program level compliance with up-leveled partners
  • Build, administer, manage, and/or deliver accreditation training for partner sales and technical staff
  • Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business
  • Oversight of Market Development Funds (MDF) including funding allocation, resourcing, and logistics to drive success in all partner-related demand generation activities
  • Engage with key partners to develop proficiencies in delivering services around Arista solution sets
  • Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating Arista's value proposition
  • Recruit, enlist, and enable new partners
Requirements
  • 3+ years of channel management experience or vendor sales within the network industry
  • BS/CS/BA degree or equivalent in addition to previous background in sales or business development
  • Excellent interpersonal and facilitation skills
  • Desire to be part of and contribute to building a world-class channel program
  • Tenacious and assertive 'hunter' with a get-it-done attitude
  • Ability to pivot between having a business value conversation with sales executives and a technical discussion with sales engineers and solutions architects
  • Strong business acumen
  • Must be available for impromptu partner meetings, with 50%+ travel (local and regional)
  • Fluent English is essential
  • Currently resident in the UK - we do not offer relocation. This is a home working/field-based role

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