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 within a named list of enterprise accounts in the San Francisco Bay area.
• 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 platforms, EOS (Open Source Network OS), Cognitive Campus Networking, WI-FI Campus networking, Cloud Vision (Network Automation & Telemetry), Network Monitoring Fabric solutions in addition to NDR, Endpoint and AI driven Network Identity Access security solutions.
• 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.

Minimum Job Requirements:

• BS/BA degree or equivalent in addition to 8+ 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 requirement.
• Strong rolodex and relationships within the territory.
• Excellent people skills and ability to build relationships at all levels.
• 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.

Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. We safeguard data across devices, apps, networks and clouds through our unified, cloud-native security platform — a solution that's as fluid and flexible as the modern digital world. By giving organizations and individuals greater control over their data, we enable them to unleash its value and thrive. Lookout is trusted by enterprises of all sizes, government agencies, and millions of consumers to protect sensitive data, enabling them to live, work and connect — freely and safely. To learn more about the Lookout Cloud Security Platform, visit www.lookout.com and follow Lookout on our blog, LinkedIn, and Twitter.

Lookout is looking for a talented and experienced sales professional to join our enterprise sales team. The Enterprise Account Executive will be responsible for sourcing and growing our business with large enterprise customers in the Southeast region. We expect this position to be a critical member of the team working hand in hand with sales engineering, inside sales, and Lookout's partners.

• Work well in a matrixed environment, building a 'virtual' team to drive success of your territory
• Focus on identifying, engaging, closing, and growing the top accounts in your territory in close collaboration with channel partners.
• Consistently build new opportunities while serving and developing cross-sell growth within existing accounts.
• You have excellent relationship development and management skills that translate into identifying decision-makers and influencers
• Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term
• Provide accurate and timely forecasts to sales management

Required Qualifications

• Minimum 8+ years experience selling enterprise security products and services. Mobile software, SaaS and/or Lookout (SSE) related security sales is a strong plus.
• Strong track record of driving sales in a high-touch model and collaborating effectively with channel partners in the cybersecurity and/or aligned security technologies industry.
• Mastery of and ability to cultivate existing and new relationships
• Experience developing sales strategies, preparing proposals and quotes, and presenting software products
• Broad-based technological awareness in the telecommunications or security industry, complemented by knowledge of mobile software concepts, with specific skills in the area of enterprise mobile security
• Excellent communication skills, both written and oral
• Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners, and customers using a Win/Win philosophy
• Creative innovator who is a proactive team player, with a proven track record working in matrixed environments
• Excellent business acumen
• Good relationship-building and consultative skills
• Ability to prioritize in a dynamic, changing environment
• Ability to Travel
• Valid Driver's License required

The US salary range for this full-time position is available below. We offer base + commission + equity + benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the on-target earnings (OTE) and do not include equity or benefits.

• Sales - US
• $250,000 — $300,000 USD

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.

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• Work closely with the broader solutions engineering team and security sales specialist team to drive the technical lane in opportunities and provide pre-sales technical support and expert guidance to customer-facing teams.
• Provide excellent technical support specifically to the security sales team but also to the broader sales team.
• Execute great demos demonstrating Dynatrace’s unique approach in solving customer problems.
• Execute and manage PoCs remotely and on-site.
• Build key relationships with customers and complete RFIs & RFPs.
• Coach others to achieve the same outcomes.
• Work across teams including innovation lab, product management, consultants, customer care, and marketing.

Minimum Requirements:

• HS diploma or GED and at least 3 years of experience supporting sales teams in a leading presale role.

Preferred Requirements:

• Ambitious, confident, and self-motivated with previous SE experience or another technical customer-facing role.
• Passionate about innovative technology, technical sales, and articulating value to customers and prospects.
• Deep experience with CNAPP or CSPM solutions, preferably with additional security technologies such as container security, CSPM, SAST, SCA, DAST, IAST, RASP or CWPP.
• Fluent in English and either Spanish or Portuguese
• Appreciation of a very dynamic and changing security market.
• Understanding of observability and APM technologies and market.
• Able to demonstrate a track record leading to sales success.
• Excellent team player, with the ability to work across all disciplines.
• Excellent communication and presentation skills.
• Deep understanding of cloud-native technologies such as container platforms and public cloud offerings.
• Previous 3-5 years of experience working with Java, .NET, PHP or JavaScript languages and knowledge around web technologies as well as SQL.
• Experience with CI/CD tooling.
• Experience with Windows & Linux.
• Ability to troubleshoot technical issues to produce a working outcome.
• Ability to manage several projects simultaneously.
• Must have a strong desire to grow professionally and adapt to an ever-changing environment.
• Up to 30% of travel required within the region.
• Location is flexible across North America.

Why you will love selling and working with our Dynatrace platform:

• Dynatrace is a leader in unified observability and security.
• Culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud.
• Dynatrace platform uses cutting-edge technologies, including Davis hypermodal AI.
• Over 50% of the Fortune 100 companies are Dynatrace customers.

Compensation and rewards:

• Base salary range: $160,000 - $200,000, dependent on experience, skills, education, and location.
• Total compensation: unlimited personal time off, employee stock purchase plan, and a reward system.
• Medical/dental benefits, and company matching 401(k) plan.

All information will be kept confidential according to EEO guidelines.

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. Dynatrace participates in E-Verify. EEO is the Law. To be considered for this position, please upload your resume/CV.