Channel Development Manager

3 weeks ago

Mumbai, Maharashtra, India Arista Networks Full time

About the Role

Arista Networks is seeking a highly skilled Channel Development Manager to drive partner-initiated revenue growth in the India & SAARC region. As a key member of the regional sales team, you will be responsible for building and maintaining strong relationships with our most strategic channel partners, eco-system partners, and Big-4 consulting organizations.

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, with whom you will conduct on-going business planning.
  • Active participation and contribution to the sales process with partners.
  • Business plans will be completed for each focus partner, reviewed and updated quarterly with KPIs.
  • Acute accountability for jointly-developed goals.
  • 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, and logistics to drive success in all partner-related demand generation activities.
  • Ensure that the 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.
  • Develop and build strong relationships with Big-4 and other consulting partners in the region.

Requirements

  • BS/BSC/BCom/BE/BTech/MS/MTech/MBA degree or equivalent, with previous background in sales or business development.
  • 12+ years of dynamic channel management experience within the network industry.
  • Sales experience a plus.
  • Strong business acumen and excellent interpersonal and facilitation skills.
  • Desire to be part of and contribute to building a world-class channel program.
  • Tenacious and assertive 'hunter' mentality.
  • Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs.
  • Must be available for impromptu partner meetings across the region, open to 40%+ travel (local and regional).

About Arista Networks

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.

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