[Remote] Professional Services Business Development Manager (Sales)
Note: The job is a remote job and is open to candidates in USA. Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center environments. They are seeking a Professional Services Business Development Manager who will manage the PS Pre-Sales process, engaging with customers and collaborating with sales teams to create tailored solutions and manage the professional services 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
Skills
- 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
Company Overview
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