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.

• Exceed measurable sales objectives and extend the Arista brand enterprise accounts in addition to developing new logo accounts.
• You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including, software-driven Cloud Networking solutions, CloudEOS (OpenSource Network OS), Cognitive Campus Networking, Wifi networking, and CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
• Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions
• Establish and manage key channel relationships in your territory.
• Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
• Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

You possess a hunter mentality and have a proven track record of technology sales including cultivating relationships with existing customers in addition to penetrating new logo accounts. You are an influencer and possess the ability to act as a trusted advisor to deliver business value to both end users and key business stakeholders.

Our team looks for individuals who embody our values of trust, compassion, collaboration, respectfulness, integrity, and good-natured fun.

Required Qualifications

• BS/BA degree or equivalent in addition to 5+ years of technology sales experience.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• You possess relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a a requirement.
• Strong rolodex and relationships within the territory
• Excellent people skills and ability to build relationships at all levels

Preferred Qualifications

• You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

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.

About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What are we looking for?

As an Enterprise Account Executive covering regional accounts, you will be tasked with building out key strategic partnership with the Value added resellers as well as Key Alliance partners, and managed service partners to help drive pipeline and ultimately closed won revenue. You will work closely with the marketing and product teams to design and implement successful Lead Generation and Go-to-Market campaigns, and drive overall sales excellence in a competitive endpoint security market.

Ideal candidates will have prior experience selling Endpoint security based products (such as malware/exploit prevention, anti-virus, whitelisting as well as advanced data loss protection products).

• Run a sophisticated sales process from prospecting to closure in collaboration across the organization
• Partner with our channel team to drive both net-new and recurring revenue
• Partner with channel managers to build pipeline and grow revenue for the assigned territory
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products
• Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation
• Prepare and provide accurate forecasts to management on a weekly basis
• Consistently meet, or exceed sales quotas

Required Qualifications:

• 5+ years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment
• 5+ years of above-quota sales experience, preferably as a Sales Executive/Manager
• Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
• Experience closing deals with an average deal size of $500k+
• Passionate about sales, the cybersecurity industry, and technology
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers
• Ability to identify and articulate competitive differentiation and customer value proposition

Preferred Qualifications:

• Experience in a hypergrowth environment, preferred
• Experience building new pipelines of customers while fostering relationships with existing customers
• Superb organizational and reporting skills, Salesforce experience preferred
• Leadership skills that drive results - Fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, procurement, etc. to effectively advance enterprise sales campaigns to close
• "Whatever it takes" attitude and drive to deliver above-quota performance
• Self-motivated, constant learner, and ability to receive feedback
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
• Receptive to feedback and eager to learn
• May require extensive travel

• You will be joining a cutting-edge company where you will tackle extraordinary challenges and work with the very best in the industry.
• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events, including regular happy hours and team-building events

This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.

Base Salary Range: $124,000 — $170,500 USD

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.

About Us

Versa is a Sequoia funded later-stage start-up and a leading provider of Enterprise class SD-WAN and security technology. Customers include companies such as Adobe, Visa, Cargill, Barclays, CapitalOne, Symantec and BP.  This is an exciting opportunity to be part of an emerging force in the software-defined networking and security networking industry

The goal of Versa Networks is to provide unprecedented business advantages through a software-based approach that allows for unmatched agility, cost savings and flexibility. We have created a feature-rich, scalable yet simple to use software platform to implement many different enterprise and service provider use cases, including:

• Full SASE software-defined branch for enterprise customers.
• Secure SD-WAN for enterprises with layered security.
• Next-generation managed services for service providers.

We are looking for a Channel Account Executive with 5-10 years of Channel Development experience.

Job Summary

The Channel Account Executive role is responsible for the identity, recruit and on-board of new Versa channel partners within assigned territory.

The Channel Account Executive will be responsible for maintaining strategic relationship at all levels with Versa channel partners to ensure revenue goals are achieved for the region or territory assigned. Responsibilities include, enabling channel sales and SE’s to sell Versa portfolio, conduct field marketing campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows, and managing opportunities with channel partners through the various sales stages (including setting up demos and PoCs) to achieve quota.  The role requires working on complex technical projects and or business issues requiring state of the art technical knowledge or industry know-how.

• Identify, recruit and on-board new Versa channel partners within assigned territory
• Ensure all Versa Channel partners are meeting the requirements and certifications of the Vera ACE channel partner program
• Ensure all Versa channel partner sales and SE’s are certified on Versa portfolio
• Coordinate with Versa Sales Director and Inside Channel Sales Representative to sell Versa architecture to new and/or current customers in an assigned region to achieve or exceed assigned quota through Versa channel partners
• Coordinate with Versa channel partners to create and execute business plans to meet sales targets for each Versa channel partner
• Analyze market trends and competitors and accordingly develop sales plans with each Versa channel partner to increase brand awareness through increased revenue outcomes
• Evaluate Versa partner sales performance and recommend strategies for improvements
• Educate Versa channel partners about product portfolio and services offered along with associated earnings
• Communicate up-to-date information about new products and enhancements to Versa channel partners
• Manage Versa channel partner sales pipeline, forecast their monthly sales and help identify new business opportunities
• Remain knowledgeable of Versa’s portfolio to facilitate sales effort
• Manage sales activities of partners to generate revenue including field marketing and prospecting campaigns to develop pipeline to meet quota expectations
• Conduct demos and proof-of-concept (PoC) testing with Versa Channel SE / Channel Partners to achieve repeatable sales through Versa Channel partners
• Develop positive working relationships at multiple levels within partners to build Versa value while understanding where sales conflicts may exist
• Address pricing issues in a timely manner
• Maintain sales records, Versa channel partner scorecard, and prepares sales reports as required
• Maintain Distributor relationships and along with accurate forecasting and inventory levels
• Continually develop and maintain the strongest of skills through advanced training
• Understand and be an expert at SaaS and Cloud selling economics

Required Qualifications

• Bachelor's degree or equivalent training in business or sales management
• Minimum of five years channel development experience in high tech sales
• Excellent written & verbal communication skills
• Excellent presentation skills
• Ability to learn new technologies quickly
• Highly motivated sales starter and ability to work independently
• Proven impressive ability to find ways over, under, around & through barriers
• Must be extremely sensitive & adaptive to both stated and unstated partner & customer needs
• Proven, consistent overachievement of channel development sales
• Proven track record of exceeding customer and partners expectations
• Ironclad integrity
• Ability to manage multiple objectives, tasks and clients
• Ability to prospect and qualify potential accounts and partners

Preferred Qualifications

NA

Versa Networks is a small but rapidly growing organization. It is built by people with vast experience in the networking industry. We are a pragmatic team with a healthy work-life balance. We offer competitive compensation packages with pre-IPO equity. Additionally, we offer a quality of life benefit to everyone in an inspiring environment with skilled and passionate co-workers. Our exciting company culture offers a great place to work and most important, to have fun.