Be Part of Something Bigger

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 to 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.

• You will partner with the Arista Account Managers to understand customer challenges and conduct whiteboard network architectural reviews. In addition, you will conduct Arista product presentations of Arista’s Open Networking Data Center and Cognitive Campus (including Wi-Fi) networking solutions, CloudVision (Network Automation), Security (Network Detection and Response), Endpoint Security (Network Access Control), and Real-time Fabric Monitoring solutions (Network Packet Broker.)
• You will architect, design, and propose Arista Data Center & Campus network solutions using leaf-spine architectures (VxLAN, EVPN) and network overlays to capture additional sales.
• Perform hands-on tests to validate customer proof-of-concept setups, Data Center and Campus network designs, and network deployments using new products and features.
• Create design guidelines and recommend improvements to customers for the networks they support
• Partner with Sales Team to respond to RFP/RFQs
• Provide feedback to Product Management and Engineering
• Represent Arista at industry events and conferences
• Keep up to date on competitive solutions, products, and services
• Author white papers on technology and product

Required Qualifications:

• You possess at least 5+ years of L2/L3 networking design and implementation experience focusing on Data Center and Campus networks.
• You possess expert-level expertise in routing and switching, including L2/L3 protocols.
• Expert knowledge in three or more of the following areas: Ethernet, RSTP/ MSTP, VLANs, IP Routing, TCP/IP, BGP, eBGP, VxLAN, EVPN, Multicast, Spanning Tree, QoS
• Expert-level knowledge of industry-standard CLI

Preferred Qualifications:

• Bachelors degree in technical fields preferred
• Network Industry Certification preferred, such as ACE-L4, ACE-L6, ACE-L7, and others.
• Demonstrated work experience as either a Sales Engineer, Solutions Architect, Pre-Sales SE, or Network Consulting Engineer preferred
• Previous experience with network overlays is preferred.
• Previous experience building network automation using Python and Ansible desired.
• Knowledge of competitive products, solutions, and services
• Ability to write white papers a plus
• Local to the area

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.

Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

• Execute on account plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts
• Focus is on product land and growth, followed by retention. Smaller group of net new logos to go after.
• Consult with VP- and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition
• Generate velocity by establishing Dynatrace in new and existing markets through product demonstrations, in-market events and account-specific initiatives
• Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively
• Work closely and co-sell with Dynatrace functional areas such as sales engineering, marketing, legal, finance, and other lines of business to develop and execute a solution strategy to meet customer business needs
• Ensure your customers’ implementations are wildly successful

(Position might be filled at a higher level based on candidate experience)

Minimum Requirements:

• HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.

Preferred Requirements:

• You are able to manage sales cycles within complex organizations; while compressing decision cycles
• You have outstanding communication (written and oral), negotiation and presentations skills
• You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
• You show a successful track record in Enterprise software sales
• You thrive in high-velocity situations and can think/act with a sense of urgency
• Your organizational, communication, negotiation and presentation skills are top-notch
• You have experience with account mapping and planning
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships
• You possess MEDDIC experience
• You possess APM experience (just a plus -- not necessary)
• Up to 30% of travel required within the region

• Dynatrace is a market share leader & a 14x magic quadrant leader
• Invest heavily in the product side of things – huge global investment in R&D
• Dynatrace is trusted by over half of Fortune’s Top 10
• Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.
• Dynatrace gives you the chance to work with the largest of the Cloud players like AWS, Azure, VMware, and Google Cloud allowing our customers to have the best 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology

Compensation and rewards

• The salary range for this role is $120,000 - $150,000. When determining your salary, we consider your experience, skills, education, and work location.
• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
• We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.

Summary Information about the Role and Company Overview

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

Desired Location(s): NJ strongly preferred, Atlanta and NYC optional. Other areas considered for certain candidates.

The AT&T Major Account Manager role is a strategic sales position within the F5 Service Provider/Telco team requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. This position requires strategic thinking/planning coupled with tactical execution of identified business opportunities within a large service provider. You will be responsible for running all facets of the relationship within your area of AT&T (this role addresses Mobility primarily, with a focus on Security and the 5G core) while ensuring revenue goals are being met. Specific history working with AT&T Mobility core team is expected for consideration in this role. You will maintain contact at relevant levels in the accounts focusing on strategic nature of the relationship. You will build and manage relationships effectively and communicate at all levels. You will develop opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. You are able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role within a small team. This is a quota carrying role.

• Primary point-of-contact for major account/(s) regardless of account’s geographic location. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization’s products or services to and maintains relationships with existing national named accounts. Responsible for rapidly growing and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and aggressively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
• Responsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Deep understanding of organization’s business needs, develop application of products and services and communicate how our technical solutions will address those needs
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Figure out market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met
• Partner with our internal and external teams and channels to develop creative technical solutions to improve F5’s footprint and Customer dependent in account
• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies
• Perform other related duties as assigned

Required Qualifications

• 8+ years of direct work experience in a relevant environment
• Experience working with AT&T

Preferred Qualifications

• BA/BS degree preferred

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

The annual base pay for this position is: $135,764.00 - $203,646.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.