Commercial Channel Sales Manager

Vor 6 Tagen

Wien, Österreich Arista Networks Vollzeit

Company Description

The Commercial Channel Sales Organization at ARISTA is a strategic pillar and a critical
component to grow the Mid-Market segment (< 500 employees). The Channel sales
organization would be primarily responsible for growing channel led business, developed and
managed end to end by the channel team through a rapidly expanding portfolio targeting the
mid-market covering campus and branch, security and NGF. If you’re looking for a unique
opportunity to be part of a challenging and spirited team, putting your fingerprint and
expanding on building a world-class channel GTM, thriving in an exciting fast-moving
market and making a difference with all your hard work Arista could be a perfect match

**Job Description**:
Commercial Channel Sales Manager
**Position 1**: EMEA East & South, Preferred Location - Central & Eastern Europe (CEE),
Austria and Germany

Employees can work remotely
Full-time

As a Commercial Channel Sales Manager, your primary responsibility would be to lead and
overachieve regional channel sales targets and growth. You will be the point of reference for
in country channel partners, MSPs, and Value added distributors (VADs) and develop and
execute targeted growth plans with the channel to maximize their performance, while
conducting on-going sales enablement, marketing and business development.

You will be an integral member of the EMEA Commercial Channel sales team, ensuring that
possess a strong critical-thinking mentality, a commanding presence, and an entrepreneurial
spirit, with on ground experience.

Your activities will centre on building a solid Low touch to No touch business model with
partners to achieve measurable results in brand awareness across the channel,
increased partner driven revenue and expanded share in the commercial market segment.

You will be measured primarily on the regional sales targets while demonstrating your ability
to work across all levels within the target partner organization.

**Role Responsibilities**:
Develop, execute and expand Low touch to No touch business model with
partners and continuously increase Arista mindshare across the region to
overachieve growth and revenue targets.

Liaise with cross-functional organizations like Worldwide Commercial Channel sales
organization, Technical Marketing teams, legal etc.

Generate awareness / enthusiasm /drive among partner sales and engineering teams to
sell Arista commercial products and services

Oversight of Arista partners in the region with whom you will conduct on-going
coordination.

Active participation and contributing to the sales process with key partners.

Bi-weekly review of partner-initiated opportunities

Manage and enforce program level compliance like training, marketing campaigns,
portal access, order management issues etc.

Coordinate, administer, manage and/or deliver training for partner sales and technical
staff

Develop and drive incentive programs to scale pipeline build and accelerate closing
business

Oversight of Marketing funding activities including funding allocation, resourcing
logistics to drive success in all partner-related demand generation activities

Recruit/Enlist/Enable new partners

Report to EMEA / WW organizations.

**Qualifications**:
**Qualifications**:
Bachelors Degree or equivalent in addition to previous background in sales or
business development
Minimum five+ years of dynamic channel management experience within the
networking Mid-Market segment.
Must be familiar with two tier and single tier channel model including
unattended business models, Low touch GTMs.
Previous experience of working with MSPs
Previous experience of working with VADs, including demand generation,
inventory management, lead management, pipeline development and closure.
Solid knowledge and proven experience of SMB market drivers, competition.
Solid Campus. Edge and NGF knowledge.
Excellent interpersonal and facilitation skills
Desire to be part of and contribute to building a world-class channel program
Strong business acumen
English mandatory, any other language an asset
Ability to report under specific metrics.
Travel required

Additional Information

All your information will be kept confidential according to EEO guidelines.

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