Channel Development Manager

3 weeks 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 the regional sales team, you will be responsible for maximizing field collaboration with our 'go-to' partners, building solid rapport with partners to achieve measurable results in brand awareness across the channel, increased revenue and expanded share in campus market.

Key Responsibilities

  • Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization
  • Generate enthusiasm/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/Oversight of Arista partners in the region with whom you will conduct on-going business planning.
  • Active participation and contributing to the sales process with partners
  • Business plans will be completed for each focus partner, reviewed/updated quarterly with KPIs
  • Acute accountability for jointly-developed goals
  • 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 MDF including funding allocation, resourcing & logistics to drive success in all partner-related demand generation activities
  • Engage with key partners to develop proficiencies in delivering services around Arista solution set
  • Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating ARISTA's value proposition
  • Recruit/Enlist/Enable new partners

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