Professional Services Business Development Manager (BDM)

Who You’ll Work With

You will act as a vital cross-functional bridge, collaborating closely with Arista Sales teams to identify opportunities and with PS Technical Leads to scope complex engineering solutions. You will engage directly with Customers to present service capabilities while partnering with Legal and Finance to negotiate contract terms. Internally, you will also align with Product Management (PLM) on strategy and coordinate with Resource Planning to ensure a seamless project handoff for delivery.

Alternate Locations: Chicago, IL | Dallas, TX | Denver, CO | Nashville, TN

What You’ll Do

As part of the Arista Networks Professional Services organization, a Professional Services Business Development Manager (PS BDM) is responsible for managing the PS Pre-Sales process and requires sales and technical expertise to actively engage with Arista Customers to create deliverables ranging from network solution and capabilities presentations, proposals and contracts. In this capacity, the PS BDM is accountable for growing and managing the PS pipeline with close interactions with Customers, Sales, Arista Professional Service Advisors, Marketing and PLM.

Primary activities include: PS services presentations, network data center, campus, and SD-WAN solution identification, creating responses to RFPs and daily interactions to position and develop customized solutions for Customers. The PS BDM will work closely with the PS Technical Leads and engineers to appropriately scope the proposed engagements. An additional key interaction is with PS resource planning. Key indicators for success include building pipeline, increasing close rates, Customer and Sales teams satisfaction, building PS mind-share and increasing PS awareness in our Sales organization and with Customers.

• 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

Role Specific Tasks

• The following tasks will be performed by the BDM as part of some or all engagements:
• 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