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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.

• Collaborate with Arista Account Managers to gain an in-depth understanding of our enterprise and commercial clients and conduct whiteboard network architectural reviews to identify areas for improvement in network performance and efficiency
• 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), Endpoint Security, and Real-time Fabric Monitoring solutions
• Utilize your expertise in network design and implementation, including leaf and spine architectures involving overlay technologies such as VxLAN and EVPN, to create consistent and highly scalable Arista Data Center and Campus network solutions that improve network performance and efficiency for our enterprise and commercial clients in the region
• Conduct thorough hands-on testing of customer proof-of-concept setups, Data Center and/or Campus network designs, and network deployments using the latest Arista products and features. This testing will ensure the successful deployment and performance of Arista network solutions that meet the specific needs of our clients and prospects in the region
• Offer design guidelines and provide recommendations to our clients and prospects in the region to enhance the performance and efficiency of the networks they support. These recommendations will balance specific customer needs with proven Arista Validated Designs to meet the specific needs of our clients and designed to optimize their network infrastructure.
• Collaborate with the sales team to respond to RFP/RFQs and provide valuable customer feedback to Product Management and Engineering.
• Through your expertise and insights, you will help to ensure that Arista network solutions meet the needs of our clients and prospects in the region. As a member of the Arista Sales Engineering team, you will help drive features, functions, and product development through your feedback and help shape the future of our network solutions.
• Serve as a representative of Arista at SDN and other Open Networking industry events and conferences. Through your expertise and thought leadership, you will help to build awareness and promote Arista's innovative network solutions.
• Stay current with industry trends and advancements in networking technology, including competitive solutions, products, and services
• Author and collaborate on informative white papers on Arista technology and products that showcase your expertise in network design and implementation and help solve real world customer challenges.

Required Qualifications

• Minimum of 5 years of experience in L2/L3 networking design and implementation with a focus on Data Center, Campus, and Wi-Fi solutions.
• Expert-level experience with routing and switching, including L2/L3 protocols, as well as overlay technologies such as VxLAN.
• Current hands-on experience in designing highly scalable leaf-spine network architectures.
• Expert knowledge in Ethernet, RSTP/MSTP, VLANs, IP Routing, TCP/IP, OSPF, BGP, eBGP, VxLAN, Multicast, Spanning Tree, and QoS.
• Local to the area

Preferred Qualifications

• Network Industry Certification preferred, such as ACE-L4, ACE-L6, ACE-L7, and others.
• Proven work experience as a Sales Engineer, Solutions Architect, Pre-Sales SE, or Network Consulting Engineer is preferred.
• Good understanding of the competitor technology landscape, specifically Cisco and Juniper.
• Expert-level knowledge of the industry-standard Command Line Interface (CLI).
• Previous experience building network automation using Python and Ansible is highly desired.
• Strong writing skills and ability to create informative white papers on technology and products is highly desired.

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

Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos' services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company's cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos' security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos' services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Vice President, Americas Channel Sales will lead Sophos' channel strategy across the Americas, focusing on growing revenue through strategic partner relationships and optimizing partner performance. This role requires a seasoned leader skilled in recruiting and managing VARs, Service Providers, and MSPs, with a proven track record in process improvement, KPI development, and team leadership. Reporting to the Senior Vice President of Global Channels, the VP will collaborate with global and regional leaders to influence strategy and drive scalable growth in the cybersecurity market.

• Develop and Execute Channel Strategy: Drive revenue growth through a comprehensive channel sales plan, including the recruitment, enablement, and management of VARs, service providers, and MSPs across the Americas.
• Build and Lead High-Performance Teams: Recruit, train, and lead a dedicated channel sales team focused on achieving regional objectives, fostering a collaborative and high-impact culture.
• Partner Relationship Management: Cultivate strategic partnerships with key VARs, Service Providers, and MSPs to align with Sophos' long-term vision, build loyalty, and expand market reach.
• Implement Process Improvements: Enhance operational efficiency by establishing best practices and processes that drive scalability, streamline workflows, and support channel partner success.
• Develop KPIs and Performance Metrics: Create and track KPIs to monitor team and partner performance, ensuring alignment with revenue and market share goals. Use data-driven insights to guide decision-making and improve sales outcomes.
• Global Strategic Influence: Collaborate with cross-functional and global teams to influence strategy, ensuring the Americas' channel perspective contributes to Sophos' overarching growth plans and market adaptation.
• Market Analysis and Strategy Adaptation: Stay informed of industry trends and competitor activities to adjust strategies, leveraging market intelligence to seize growth opportunities.
• Compliance and Ethical Standards: Promote adherence to legal, regulatory, and company standards within all channel operations.

Required Qualifications

• 10+ years of progressive experience in channel sales leadership, including recruitment and management of VARs, Service Providers, and MSPs, ideally within the cybersecurity or technology sectors.
• Proven track record of driving revenue growth, profits, and process improvement through strategic partner engagement.
• Strong expertise in KPI development and using performance metrics to guide strategic and operational decisions.
• Demonstrated ability to lead, motivate, and develop high-performance teams.
• In-depth knowledge of the cybersecurity market, channel dynamics, and competitive landscape in the Americas.
• Excellent communication, negotiation, and presentation skills, with the ability to collaborate across global teams and influence strategy.
• Strong analytical and problem-solving skills, with a data-driven approach to performance improvement.
• Bachelor's degree in business, marketing, or a related field.

Preferred Qualifications

• MBA preferred.

In the United States, the base salary for this role ranges from $220,000 to $370,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.

Secure Code Warrior

Secure Code Warrior’s mission is to establish new standards for coding that transform the ways software is created. We do this by providing the world’s leading agile learning platform that delivers the most effective secure coding solution for developers to learn, apply, and retain software security principles.  More than 600 enterprises trust Secure Code Warrior to implement agile learning security programs, build safer software, and create a culture of developer-driven security.  We are a venture-backed company with offices in Australia, the United States, Belgium, Iceland, and the United Kingdom.

• Framework & Strategy Advisory for Secure Coding Programs: Guide clients in developing scalable frameworks and strategic plans that they can use to build their own secure coding initiatives.
• AppSec Maturity & Vulnerability Assessment: Conduct high-level AppSec assessments, providing recommendations around developer training curriculum and policies.
• Stakeholder Alignment & Trusted Advisory: Act as a trusted advisor to AppSec and other client stakeholders, supporting them in aligning with executives and securing buy-in for their secure coding program goals.
• Executive Metrics Advisory: Help executives define meaningful program metrics and equip their teams with frameworks to measure and communicate the ROI of their secure coding programs.
• Collaboration with Internal Teams: Partner with Senior Consultants and Cyber Awareness Experts to provide clients with well-rounded strategic and technical guidance.
• Continuous Learning & Industry Knowledge Development: Stay informed on AppSec trends, adapting recommendations to reflect the latest industry insights and client feedback.

Required Qualifications:

• A minimum of 10+ years experience as a consultant / practitioner in the App Sec or Cyber Space with medium to large enterprises.
• Extensive experience rolling out Appsec or DevSecOps tools and processes such as SAST, SCA, Threat Modelling, Developer Training etc.
• Direct experience managing or overseeing rollout of developer training.

Preferred Qualifications:

• Strong analytical and problem-solving skills including an ability to think ‘on their feet’ when faced with challenging questions in the sales environment.
• Strong client-facing skills, e.g. meeting & presenting to clients (ideally with experience dealing with similar types/levels of contact).
• Effective and clear communication - written, verbal and in presenting to a variety of audiences.

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