Channel Development Manager

Há 6 dias

São Paulo, São Paulo, Brasil Arista Networks Tempo inteiro
About the Role

Arista Networks is a leading provider of data-driven, client-to-cloud networking solutions for large data center, campus, and routing environments. We're seeking a highly skilled Channel Development Manager to drive partner-initiated revenue growth with our most strategic channel partners.

Key Responsibilities
  1. Develop and leverage executive partner relationships to increase Arista mindshare across the organization.
  2. Generate enthusiasm and drive among partner sales and engineering teams to sell Arista products and services.
  3. Systematic cadence with ELITE partners to sharpen prospecting skills related to use cases where Arista excels.
  4. Management and oversight of Arista partners in the region, with whom you will conduct ongoing business planning.
  5. Active participation and contribution to the sales process with partners.
  6. Business plans will be completed for each focus partner, reviewed and updated quarterly with KPIs.
  7. Acute accountability for jointly developed goals.
  8. Bi-weekly review of partner-initiated opportunities.
  9. Manage and enforce program-level compliance with up-leveled partners.
  10. Build, administer, manage, and/or deliver accreditation training for partner sales and technical staff.
  11. Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business.
  12. Oversight of MDF, including funding allocation, resourcing, and logistics to drive success in all partner-related demand generation activities.
  13. Engage with key partners to develop proficiencies in delivering services around Arista's solution set.
  14. Ensure that the partner portal is equipped with the right assets to ensure partners are effective in communicating Arista's value proposition.
  15. Recruit, enlist, enable, and develop new partners.
Requirements
  1. BS/CS/BA degree or equivalent, with previous background in technical sales or business development.
  2. 5+ years of dynamic channel management experience within the networking industry.
  3. Direct sales experience is a plus.
  4. Excellent interpersonal and facilitation skills, with strong business acumen.
  5. Desire to be part of and contribute to building a world-class channel program.
  6. Tenacious and assertive 'hunter' mentality.
  7. Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs.
  8. Must be available for impromptu partner meetings across the region, open to 50%+ travel (local and regional).
  9. All over Brazil Territory, plus South Countries in LatAm, including Argentina, Bolivia, Chile, Peru, Paraguay, and Uruguay.
  10. Language Skills: Native Portuguese, plus fluency in Spanish and English.

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