Professional Services Business Development ManagerAlternate Locations: Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN | Atlanta, GAWhat You'll DoAs part of Arista Networks' Professional Services organization, you will manage the PS Pre‑Sales process, engaging customers and internal stakeholders to grow and deliver professional services. Your responsibilities include presenting solutions, scoping engagements, negotiating contracts, building pipeline, and collaborating with Sales, Product Management, Legal, Finance, and PS resources.Markets/performance/promotes PS offerings to Customers, Partners and Sales TeamsActs as SME on PS Pre‑Sales: Positioning, Proposals, Process & Pricing; oversees pricing, contractual documents, PS Sales pipeline, proposal generation, scope delivery, scoping questions, and SOW generationMonitors post‑sales deliverables for consistency with sold solutions and provides feedback on pre‑sales processNegotiates business terms and contracts – leads PS interface with Legal and FinanceReviews and provides pricing & discounting to management; business reviewer/approver of contractsProvides pre‑sales pipeline reporting and overall PS pre‑sales status reportingProvides awarded project handoff to PS PMs and delivery resource planning; monitors response times and deliverable qualityTrained on Arista Sales methodologies and solutionsRole Specific TasksRespond to Professional Services sections of RFPsPerform customer presentations of PS SolutionsLead needs analysis and outline process flows for PS delivery optionsCraft proposals, SOWs and contractsCreate innovative, yet realistic solutions to meet customers' needsMaintain knowledge of PS deliverable metrics and capabilitiesEffectively manage multiple requests for Professional Services Pre‑Sales supportCreate and manage scoping teams to address customer requirementsOversee and manage regional PS pipelineIntegrate and propose additional Arista Networks services and products to customers when appropriate (e.g., training, maintenance contracts, resident engineering services)Collaborate with Sales and PS DeliveryReview master agreements and coordinate with Sales Ops, Legal, Finance, and others as requiredLead PS Pre‑Sales team to improve the pre‑sales process and generate/update templates and artifacts for scalable growthQualificationsMinimum 10+ years providing and selling professional services solutions, preferably in data center, campus, SD‑WAN networking migrations and deploymentsExperience managing customers through sale and delivery of large projects in Enterprise or Service Provider marketsStrong writing, presentation, and contract negotiation skillsPrevious experience writing Statements of Work (SOW) and responding to RFP requestsProficiency with G Suite Tools, Kantata, Salesforce CRMWillingness to travel nationally and internationally as requiredPreferred education: MBA or technical degree (e.g., Bachelor of Science) or equivalent; PMI or project‑management related certifications desirableSkills and CompetenciesStrong management experience – account planning, solution development for complex projects, team building, and conflict managementExcellent communication skills with customers and internal technical and sales teams, heavy emphasis on presentations, negotiations, and contracting; sales leadership experience, organizational and motivational skillsStrong writing skills for articulating proposed solutions and representing processes and tasks in contracts and statements of workBusiness acumen related to budgeting, financial and legal reviews, contracting, and purchasingIn-depth knowledge of customer verticals, UCN solutions, and professional services‑led delivery engagementsKnowledgeable in high‑performance networking and switching systemsKnowledgeable of Salesforce pipeline management, project management, and reporting toolsArista 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 local laws. All your information will be kept confidential according to EEO guidelines.#J-18808-Ljbffr