Professional Services Business Development Manager (Services Sales)

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. They are seeking a Professional Services Business Development Manager who will manage the PS Pre-Sales process, engage with customers, and collaborate with internal teams to create deliverables and grow the PS pipeline.

Responsibilities:

• Markets/promotes/positions PS offerings to Customers, Partners and Sales Teams
• SME on PS Pre-Sales: Positioning, Proposals, Process & Pricing Oversees: Pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, SOW document generation and other artifacts depending on the sales stage
• Monitors post-sales deliverables for consistency in content with the solutions sold and feedback on pre-sales process
• Negotiates business terms and contracts – lead PS interface w/ Legal and Finance Leads, mentors and guides PS pre-sales engagements
• Reviews and provides pricing & discounting to management
• Business reviewer/approver of contracts
• Pre-sales pipeline reporting and overall PS pre-sales status reporting
• Provides awarded project handoff to PS PMs and delivery resource planning
• Monitor response times and deliverable quality
• Trained on Arista Sales methodologies and solutions
• Respond to Professional Services sections of RFPs
• Perform Customer presentations of PS Solutions
• Lead the needs analysis and outline process flows for PS delivery options
• Craft proposals, SOWs and contracts
• Create innovative, yet realistic solutions, to meet Customers’ needs
• Have a working knowledge of the PS deliverable metrics and capabilities
• Effectively manage multiple requests for Professional Services Pre-Sales support
• Create and manage scoping teams to effectively address Customer requirements
• Oversee and manage regional PS pipeline
• Integrate and propose additional Arista Networks services and products to Customers when appropriate, such as formal training, maintenance contracts, resident engineering services, etc
• Effectively and collaboratively work with Sales and PS Delivery
• Review master agreements and coordinate with Sales Ops, Legal, Finance and others as required
• Lead PS Pre-Sales team to improve the pre-sales process and generate and update the appropriate templates and artifacts to allow the business to grow in a scalable way

Requirements:

• Minimum 10+ years providing and selling professional services solutions preferably for data center, campus, SD-WAN networking migrations and deployments
• Experience in managing Customers through the sale and delivery of large projects in the Enterprise or Service Provider markets
• Strong writing, presentation and contract negotiation skills
• Previous experience with writing Statements of Work (SOW) and responding to RFP requests
• G Suite Tools, Kantata, SalesForce CRM tool usage skills required
• Able to travel nationally and internationally, as required
• Preferred Education: MBA or Technical Degree (e.g., Bachelor of Science) or equivalent preferred, along with ongoing network vendor products training/certifications
• PMI or project management-related certifications are desirable