Channel Development Manager

2 weken geleden

Amsterdam, Noord-Holland, Nederland Arista Networks Voltijd
Job Title: Channel Development Manager

At Arista Networks, we're 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'll be responsible for building solid rapport with partners to achieve measurable results in brand awareness, increased revenue, and expanded share in the campus market.

Your primary objective will be to create and execute extraordinary business plans with each focus partner, ensuring joint business outcomes and demonstrating your ability to work across all levels within the partner organization.

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, conducting on-going business planning and active participation in the sales process.
  • Business plans will be completed for each focus partner, reviewed and 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, and logistics to drive success in all partner-related demand generation activities.
  • Engage with key partners to develop proficiencies in delivering services around the 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, and enable new partners.

Requirements:

  • 3+ years of channel management experience/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' get it done.
  • Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs & SAs.
  • Strong business acumen.
  • Must be available for impromptu partner meetings across 50%+ travel (local & regional).
  • Fluent Dutch and English is essential.
  • Currently resident in The Netherlands - we do not offer relocation. This is a home working/field-based role.

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