Channel Development Manager (Xico)

Company Description

Arista Networks is an industry leader in data‑driven, client‑to‑cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software‑defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but also anticipate and adapt to future challenges. At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation. Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work‑Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

Channel Organization

The channel organization at Arista is a strategic pillar for our continued growth and leadership position in Software‑Driven Cloud Networking and a critical component to accomplishing our mission. Channel development is an extension of our regional sales teams, with a laser‑focused objective of empowering our esteemed channel partners to successfully identify opportunities in which we will collaborate to position ARISTA's acclaimed products and services. This team is tasked with taking our industry‑recognized achievements in Data Center into the Campus/Edge.

Job Description

Team – Who You’ll Work With

This role reports to the Arista LatAm Regional Sales Director. As a member of the Arista Sales Team, you are the face of Arista to our partners and customers; your internal champion for the problems they need to solve. As their champion you will align Arista's technical resources to achieve your customer’s business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer’s behalf. Our sales teams have a culture of team success, where you’ll collaborate and be supported by like‑minded sales and sales‑engineering professionals.

What You’ll Do

• As a Channel Development Manager (CDM) at Arista Networks, your primary responsibility will be to drive partner‑initiated revenue growth with our most strategic channel partners.
• Utilize your exceptional presentation and relationship‑building skills to convey Arista’s value proposition for multiple use cases including Data Center and AI, Campus, Wide Area Networking, and Zero‑Trust Security blueprint (AGNI, Network Observability, NDR, etc.) to a diverse group of sales and technical staff while conducting on‑going sales enablement.
• You will be an integral member of the regional sales team, ensuring that Arista is able to maximize field collaboration with our ‘go‑to’ partners.
• At Arista, we’re committed to facilitating a disruptive shift in the way organizations design, deploy and operate their enterprise network whether private, public, cloud‑native or multi‑cloud.
• You will work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership, while collaborating with partners to identify prospects and demonstrate best‑in‑class solutions.
• Your activities will center on building solid rapport with partners to achieve measurable results in brand awareness across the channel, increased revenue and expanded share in campus market, while demonstrating your ability to work across all levels within the partner organization.
• Your success in this role will span the creation and execution of extraordinary business plans with each focus partner, and you will be measured primarily on the joint business outcome with those partners.

Roles and Responsibilities

• Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization.
• Generate enthusiasm/drive among partner sales and engineering teams to sell Arista products and services.
• Maintain systematic cadence with ELITE partners to sharpen prospecting skills related to use cases where Arista excels.