Channel Development Manager

Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization

• Generate enthusiasm/drive among partner sales and engineering teams to sell Arista products and services
• Systematic cadence with ELITE, and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels
• Management/Oversight of Arista partners in the region with whom you will conduct on-going business planning.
• Active participation and contributing to the sales process with partners
• Business plans will be completed for each focus partner, reviewed/updated quarterly with KPIs
• Acute accountability for jointly-developed goals
• Bi-weekly review of partner-initiated opportunities
• Manage and enforce program level compliance with up-leveled partners
• Build, administer, manage and/or deliver accreditation training for partner sales and technical staff
• Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business
• Oversight of MDF including funding allocation, resourcing & logistics to drive success in all partner-related demand generation activities
• Engage with key partners to develop proficiencies in delivering services around Arista solution set
• Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating Arista s value proposition
• Recruit/Enlist/Enable new partners