About the job
About the Role
As a Channel Account Manager (CAM) at Arista Networks, you will play a pivotal role in accelerating revenue growth through our strategic channel partners. Your exceptional presentation and relationship-building abilities will allow you to effectively communicate Arista’s value proposition, which encompasses Data Center, Campus, and Network Observability solutions, to a diverse audience of sales and technical professionals while providing ongoing sales enablement. You will be a vital member of the regional sales team, ensuring optimal collaboration with our key partners.
At Arista, we are dedicated to transforming how organizations design, deploy, and manage their enterprise networks—be it private, public, cloud-native, or multi-cloud environments. This ambitious mission requires driven individuals who are equally committed to innovating the landscape of client-to-cloud networking.
Your Responsibilities
In this role, you will focus on establishing strong relationships with partners to drive measurable outcomes including brand awareness, revenue growth, and enhanced market share within the Campus Network sector. Your success will be evaluated based on the joint business results achieved with your regional partners, alongside your capacity to engage across all organizational levels within the partner ecosystem.
Key Responsibilities Include:
Foster and expand executive-level relationships with partners to enhance Arista's presence within their organizations.
Engage regularly with ELITE and ELITEPLUS partners to enhance prospecting skills in areas where Arista excels.
Participate actively in the sales process alongside partners.
Create and regularly update comprehensive business plans for each focus partner, incorporating key performance indicators (KPIs).
Maintain accountability for achieving collaboratively established goals and conduct bi-weekly reviews of partner-initiated opportunities.
Oversee compliance with program-level standards for elevated partners.
Develop and deliver accreditation training for partner sales and technical teams.
Design and implement incentive programs (SPIFs) to boost pipeline development and expedite business closures.
Manage Marketing Development Funds (MDF), including allocation and logistics, to ensure success in partner-driven demand generation initiatives.

