Markets/promotes/positions PS offerings to Customers, Partners and Sales Teams
SME 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 stage
Monitors post-sales deliverables for consistency in content with the solutions sold and feedback on pre-sales process
Negotiates business terms and contracts - lead PS interface w/ Legal and Finance Leads, mentors and guides PS pre-sales engagements
Reviews and provides pricing & discounting to management
Business reviewer/approver of contracts
Pre-sales pipeline reporting and overall PS pre-sales status reporting
Provides awarded project handoff to PS PMs and delivery resource planning
Monitor response times and deliverable quality
Trained on Arista Sales methodologies and solutions
Role Specific Tasks
The following tasks will be performed by the BDM as part of some or all engagements:
Respond to Professional Services sections of RFPs
Perform Customer presentations of PS Solutions
Lead the needs analysis and outline process flows for PS delivery options
Craft proposals, SOWs and contracts
Create innovative, yet realistic solutions, to meet Customers' needs
Have a working knowledge of the PS deliverable metrics and capabilities
Effectively manage multiple requests for Professional Services Pre-Sales support
Create and manage scoping teams to effectively address Customer requirements
Oversee and manage regional PS pipeline
Integrate 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 Delivery
Review master agreements and coordinate with Sales Ops, Legal, Finance and others as required
Lead 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 way
Minimum 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 markets
Strong writing, presentation and contract negotiation skills
Previous experience with writing Statements of Work (SOW) and responding to RFP requests
G Suite Tools, Kantata, SalesForce CRM tool usage skills required.
Able to travel nationally and internationally, as required
Preferred 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 desirable
Skills and Competencies
The 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 management
Excellent communication skills with both Custo
Additional Information
Who You'll Work With
You 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 | Atlanta, GA
Aristanetworks · Indianapolis, IN