Major Account Manager, Perth
Job Description
Who you will work with
As a member of the Arista ANZ Sales team, you are the face of Arista to our customers across the Western and Southern territories. You are their internal champion, aligning Arista’s elite technical resources to solve their most complex business challenges. You’ll partner with some of the most skilled Systems Engineers in the industry, alongside our Professional Services and Executive teams, to execute on your customer’s behalf. Our team thrives on a culture of collective success, where you’ll be supported by a tight-knit group of like-minded sales professionals who value integrity and results. This role reports to the ANZ Country Manager.
What Will You Do?
We are seeking a driven, high-impact Major Account Manager to lead our expansion in Western and South Australia. Based in Perth, you will be instrumental in implementing a sales strategy to pursue "big bet" deals within a targeted list of Tier-1 accounts. This territory is unique, requiring a leader who can navigate the Industrial Powerhouse of WA/SA (Mining, Oil & Gas, and Utilities) and the Strategic Growth of SA (Defence, Space, and Government).
Arista appeals to forward-thinking organizations that value quality and innovation over legacy status quo. Consequently, a deep understanding of the local market and a track record of selling high-performance data center and campus solutions is essential.
Job Responsibilities
Territory Mastery: Exceed measurable sales objectives and extend the Arista brand across a named list of major accounts in WA and SA, focusing on both market expansion and "white space" acquisition.
Consultative Value: Address the business needs of Hybrid Cloud, Remote Operations (Edge), and Industrial AI across the Arista portfolio, including:
Software-Driven Cloud Networking & EOS
Cognitive Campus (Wired and Wireless)
CloudVision (Network Automation & Telemetry)
NDR (Network Detection & Response) and AI-driven Security/Identity.
C-Level Engagement: Build and maintain relationships with key influencers, decision-makers, and C-levels (CIO/CTO/CISO) within the ASX 100 and major government bodies.
Technical Partnership: Partner with Arista Systems Engineers to design architectures that drive down Total Cost of Ownership (TCO) while increasing operational agility.
Ecosystem Collaboration: Work closely with technology partners (AI, Storage, and Virtualization) and manage key Channel Partner relationships in Perth and Adelaide to identify and close prospects.
Strategic Planning: Formulate and execute detailed account plans based on periodic business reviews and deep understanding of customer pain points (e.g., remote site connectivity, automated mining, and cybersecurity).
Local Presence: Conduct demand generation activities, including technology forums, "Lunch-and-Learns," and local industry events to strengthen the Arista community in the West.
Who Are You?
You are a seasoned sales leader with a proven track record of implementing high-growth strategies within the Australian enterprise market. You are a "challenger" seller who acts as a trusted advisor, delivering tangible business value rather than just hardware. You understand the "WA/SA way" of doing business valuing reliability, local presence, and technical excellence.
Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.
Minimum Job Requirements
Experience: BS/BA degree or equivalent, plus 10+ years of technology sales experience with a focus on high-end networking or data center solutions.
Territory Knowledge: A proven track record of direct selling into target accounts within WA/SW (e.g., Mining/Energy) and/or SA (e.g., Gov/Defence).
Technical Acumen: Deep understanding of Networking (LAN/WAN, SDN), Data Center architecture, Edge Computing, or Network Virtualization.
Local Network: A strong "Rolodex" and existing high-level relationships within the Perth and Adelaide business communities.
Work Authorization: Must have valid work authorization for Australia (e.g., Australian Citizen or PR).
Communication: Exceptional people skills with the ability to build rapport at all levels, from the data center floor to the boardroom.
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