Senior Account Executive / Client Director – Large IT & ITeS Accounts

Who you'll work with

As a team member of the Arista Sales team, you are the face of Arista to our customers; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve your customer’s business outcome. You’ll partner with some of the most skilled Customer Engineers in the industry in addition to Professional Services and our Executive teams to help them understand how to execute on your customer’s behalf. Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role typically reports to a Regional Sales Director / Vertical Head – IT & ITeS.

What You’ll Do

Revenue & Account Ownership

• Own a portfolio of large IT / ITeS accounts with full responsibility for bookings, pipeline, and long-term account growth

• Drive new logo acquisition while expanding wallet share in named strategic customers

• Build and execute account plans covering DC, Campus, Cloud, Security, and AI networking use cases

Executive Engagement & Deal Leadership

• Establish and maintain trusted relationships with CXO and senior decision-makers (CIO, CTO, CISO, EVP Infrastructure, Cloud Heads)

• Lead complex, high-value deal cycles, coordinating internal teams across Sales Engineering, Product, Legal, Finance, and Global HQ

• Position Arista at the architecture and strategy level, not just as a point-product vendor

Solution Selling & Market Expansion

• Articulate Arista’s differentiated value across:

  • Data Center Switching

  • Campus & Wi-Fi (including Wi-Fi 6/7)

  • Cloud Networking & Observability

  • AI-ready Ethernet Fabrics

  • Network Security & Automation

• Identify technology refresh cycles, cloud migrations, AI initiatives, and regulatory drivers (MII, Trusted Telecom, security mandates)

Partner & Ecosystem Management

• Work closely with system integrators, GSIs, and channel partners to scale coverage and execution

• Influence partner-led deals while retaining deal ownership and customer trust

Forecasting & Governance

• Maintain accurate pipeline forecasting and deal hygiene in SFDC

• Drive disciplined MEDDICC-based deal qualification and closure

• 10–15+ years of enterprise technology sales experience

• Proven track record selling networking, infrastructure, cloud, or security solutions to large IT / ITeS customers

• Demonstrated success in hunter-farmer roles with multi-million-dollar deal closures

• Strong exposure to complex, long sales cycles and multi-vendor environments

• Prior experience selling high-performance networking, data center, or cloud infrastructure

• Familiarity with GSP Model. 

• Experience working with global OEMs or best-in-class enterprise technology companies

Executive Relationships

• Established CXO-level connects within leading IT services companies, GCCs, and large enterprise IT organizations

• Ability to engage credibly at boardroom and architecture forums

Sales & Personal Skills

• Strategic account planning and consultative selling mindset

• Strong executive presence, storytelling, and negotiation skills

• High ownership, resilience, and ability to operate autonomously

• Comfortable working in a fast-growth, high-expectation environment

Arista stands out as an engineering-centric company. Our leadership, including founders and engineering managers, are all engineers who understand sound software engineering principles and the importance of doing things right.
We hire globally into our diverse team. At Arista, engineers have complete ownership of their projects. Our management structure is flat and streamlined, and software engineering is led by those who understand it best. We prioritize the development and utilization of test automation tools.
Our engineers have access to every part of the company, providing opportunities to work across various domains. Arista is headquartered in Santa Clara, California, with development offices in Australia, Canada, India, Ireland, and the US. We consider all our R&D centers equal in stature.
Join us to shape the future of networking and be part of a culture that values invention, quality, respect, and fun.