Channel Development Manager

hace 1 semana

Ciudad de México, Ciudad de México Arista Networks A tiempo completo
About the Role

We are seeking a highly skilled Channel Development Manager to join our team at Arista Networks. As a key member of our regional sales team, you will be responsible for driving partner-initiated revenue growth with our most strategic channel partners.

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 partners to sharpen prospecting skills related to use cases where Arista excels.
  • Management and oversight of Arista partners in the region, with a focus on conducting on-going business planning.
  • Active participation and contribution to the sales process with partners.
  • 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 Arista solution sets.
  • Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating Arista's value proposition.
  • Recruit, enlist, enable, and develop new partners.
Requirements
  • BS/CS/BA degree or equivalent, with previous background in technical sales or business development.
  • 5+ years of dynamic channel management experience within the networking industry.
  • Direct sales experience is a plus.
  • Excellent interpersonal and facilitation skills, with strong business acumen.
  • Desire to be part of and contribute to building a world-class channel program.
  • Tenacious and assertive 'hunter' with a get-it-done attitude.
  • Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs.
  • Must be available for impromptu partner meetings, with 50%+ travel (local and regional) required.
  • Language skills: native Spanish, plus fluency in English.

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