Federal Client Director FSI (Federal Systems Integrators)

Company Description

Arista Networks is an industry leader in Cognitive Cloud Networking for mission critical data center and campus environments. Our award winning open source platforms change the way that organizations build, deploy and operate next generation networks.  

A lot of companies pay lip service to company values. At Arista, we take them seriously. We believe that adherence to our core values is not only the right thing to do, but also the most reliable path to business success. We value doing the right thing for our customers and employees. We value decentralized control; empowering employees to do the right thing and make great decisions. And finally, we believe each person has a unique contribution to make. These guiding principles inform every aspect of our business.

 

Job Description

We have an exciting opportunity for a success driven Sales Leader to fulfill the role of a Client Director within our growing Federal business unit. If you thrive in a fast moving, results-oriented, and rewarding environment, take a closer look at Arista Networks. 

Join a team which is driving the transformation to Software Defined Cloud Networking via automated solutions to the world’s largest Enterprise customer base, the U.S. Federal Government.                                                                                            

The Federal Client Director position will be aligned to our practice. This role will be instrumental in leading the pursuit, capture and  development of both customer and partner relationships with an emphasis on both vertical and horizontal growth. You will develop a 3-year Arista business plan that is measurable to the growth of our FED Sales revenues.

Alternate Locations: DMV Area - Reston, VA (Northern Virginia), Bethesda, MD

Job Responsibilities include but not limited to the following;

• You will leverage your in-depth Federal Sales background to lead sales strategies to meet revenue goals within Federal System Integrators. (ie: Northrop Grumman, General Dynamics, Leidos, etc)
• The Client Executive will be responsible for consultative selling and solution development efforts that best address Federal customer needs, while coordinating the involvement of all necessary company resources including sales operations, service, and management, in order to meet account performance objectives and customer expectations
• You will identify, develop and close sales opportunities across the Arista product portfolio including Data Center Networking, Virtual Networking, Campus Networking, Cloud Vision (network automation & telemetry), and Cognitive Wifi in addition to Network Detection and Response and End Point Security.
• Establishing productive, professional relationships with key personnel in assigned agencies
• Creating and executing targeted account plans in concert with partner managers and sales engineering team.
• Establish customer demand through pre-engagement planning, research, and solution alignment to mission.
• Manage and align year 1 to year 3 business priorities across a named account territory.
• Create a marketing plan aligned with named accounts and territory.

Qualifications

Who Are You?

You are a driven Sales Leader within the Federal Sales space with in-depth knowledge of US Federal programs and knowledge of Federal System Integrators. We are seeking an individual who wants to build a Federal System Integrator franchise. 

Minimum Job Requirements:

• Bachelor Degree (BA/BS,CS,BBA) or equivalent 
• A minimum 10+ years of progressive sales and leadership experience selling technology solutions and services within the FSI/Federal Marketplace.
• Experience selling to and working with Lockheed Martin, General Dynamics, Northrop Grumman, Leidos, L3 Harris, or Boeing (Government). 
• You possess in-depth knowledge of Federal procurement programs and driving strategies in the capture and pursuit of opportunities within the Federal Government and Federal Systems Integrators.
• The optimal candidate will have demonstrated experience strategically selling into US Federal accounts, Federal Systems Integrators, and Managed Service Providers.
• Demonstrated leadership skills to lead both internal cross functional teams within Engineering, Legal, Marketing and external partners. 
• Proven navigation of End User requirements definition through the contracting and resale processes is mandatory.
• Working knowledge of networking (Route, Switch, SDN, SD-WAN, Campus Networks, Network Virtualization, NFV,), data center, and/or  network automation solutions are prerequisites.
• Demonstrated people skills and ability to cultivate and maintain relationships at all levels.
• Proven track record of building business plans, documenting the processes, and exceeding sales targets.
• Travel to our customers and partners by air and land is part of the role and is required.
• Customer base requires US Citizenship, background checks, potential clearance processes, etc. Active security clearances are preferred (TS/SCI), but not mandatory.

Compensation Information

The new hire base pay for this role has a salary range of $132,000 to $160,000. The actual salary offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and US location. The salary range provided reflects the base salary and in addition may also be eligible for discretionary Arista bonuses, commissions, equity, and benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location.

 

Additional Information

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