Job DescriptionWho You'll Work WithYou will act as a vital cross‑functional bridge, collaborating closely with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions. You will engage directly with Customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms. Internally, you will also align with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.Alternate Locations: Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN | Columbus, OHWhat You'll DoAs part of the Arista Networks Professional Services organization, a Professional Services Business Development Manager (PS BDM) is responsible for managing the PS Pre‑Sales process and requires sales and technical expertise to actively engage with Arista Customers to create deliverables ranging from network solution and capabilities presentations, proposals and contracts. In this capacity, the PS BDM is accountable for growing and managing the PS pipeline with close interactions with Customers, Sales, Arista Professional Service Advisors, Marketing and PLM.Markets/promotes/positions PS offerings to Customers, Partners and Sales TeamsSME on PS Pre‑Sales: Positioning, Proposals, Process & Pricing Oversees: Pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation and other artifacts depending on the sales stageMonitors post‑sales deliverables for consistency in content with the solutions sold and feedback on pre‑sales processNegotiates business terms and contracts – lead PS interface w/ Legal and Finance Leads, mentors and guides PS pre‑sales engagementsReviews and provides pricing & discounting to managementBusiness reviewer/approver of contractsPre‑sales pipeline reporting and overall PS pre‑sales status reportingProvides awarded project handoff to PS PMs and delivery resource planningMonitor response times and deliverable qualityTrained on Arista Sales methodologies and solutionsRole Specific TasksThe following tasks will be performed by the BDM as part of some or all engagements:Respond to Professional Services sections of RFPsPerform Customer presentations of PS SolutionsLead the needs analysis and outline process flows for PS delivery optionsCraft proposals, SOWs and contractsCreate innovative, yet realistic solutions, to meet Customers' needsHave a working knowledge of the PS deliverable metrics and capabilitiesEffectively manage multiple requests for Professional Services Pre‑Sales supportCreate and manage scoping teams to effectively address Customer requirementsOversee and manage regional PS pipelineIntegrate and propose additional Arista Networks services and products to Customers when appropriate, such as formal training, maintenance contracts, resident engineering services, etc.Effectively and collaboratively work with Sales and PS DeliveryReview master agreements and coordinate with Sales Ops, Legal, Finance and others as requiredLead PS Pre‑Sales team to improve the pre‑sales process and generate and update the appropriate templates and artifacts to allow the business to grow in a scalable wayQualificationsMinimum 10+ years providing and selling professional services solutions preferably for data center, campus, SD‑WAN networking migrations and deployments.Experience in managing Customers through the sale and delivery of large projects in the Enterprise or Service Provider marketsStrong writing, presentation and contract negotiation skillsPrevious experience with writing Statements of Work (SOW) and responding to RFP requestsG Suite Tools, Kantata, SalesForce CRM tool usage skills required.Able to travel nationally and internationally, as requiredPreferred Education: MBA or Technical Degree (e.g., Bachelor of Science) or equivalent preferred, along with ongoing network vendor products training/certifications. PMI or project management‑related certifications are desirableSkills and CompetenciesThe Arista Networks Professional Services Business Development Manager possesses the following skills and competencies: Strong management experience – Account planning, developing solutions for complex projects, team building and conflict managementExcellent communication skills with both Customers and internal technical and sales teams with heavy emphasis on presentations, negotiations and contracting Sales leadership experience, organizational and motivational skillsStrong writing skills primarily in articulating a proposed solution and representing process and tasks in contracts/statements of workStrong business skills related to budgeting, financial and legal reviews, contracting, purchasingStrong knowledge in Customer verticals, UCN solutions and professional services‑led delivery engagementsKnowledgeable in high‑performance networking and switching systemsKnowledgeable of Salesforce pipeline management, project management and reporting tools.Arista Networks is an equal opportunity employer. Arista makes all hiring and employment‑related decisions in a non‑discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.#J-18808-Ljbffr
