Territory Account Manager - Sydney

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

Job Description

About the Role

We are looking for an entrepreneurial, new-business-focused Territory Account Manager based in Sydney, Australia responsible for driving and growing sales across a defined portfolio of Enterprise and Commercial accounts within the territory.

This role requires a highly motivated self-starter with strong sales leadership capability and a proven ability to consistently grow revenue quarter over quarter while building a sustainable pipeline for future growth. In addition to developing direct customer relationships, the successful candidate will build trusted partnerships with VARs, channel partners, and a broader ecosystem of technology and business partners across Sydney.

The ideal candidate will proactively identify and qualify major IT investment opportunities within target organisations and create strategic engagement plans that generate pipeline opportunities across the full portfolio of solutions. Success in this role requires strong commercial acumen, technical curiosity, and the ability to translate customer priorities into differentiated business outcomes.

Who You’ll Work With

You will work closely with:

Regional Sales Leadership and Enterprise Sales teams

Systems Engineering and Solution Architecture teams

Marketing and Demand Generation teams

Channel partners, VARs, distributors, and technology alliance partners

Enterprise and Commercial customers across Sydney

Executive stakeholders including CIOs, CTOs, IT Directors, and Infrastructure leaders

This is a highly collaborative role that requires strong cross-functional engagement internally and externally to deliver customer success and drive territory growth.

What You’ll Do

Territory & Business Development

Develop and execute a territory plan to exceed sales targets and market presence across Sydney.

Identify, qualify, and close new business opportunities within Enterprise and Commercial accounts.

Build and maintain a strong sales pipeline with accurate forecasting and reporting.

Customer Engagement

Utilise a consultative sales approach to understand customer business challenges relating to hybrid cloud, data centre transformation, networking modernisation, and legacy IT environments.

Engage with key decision-makers and executive stakeholders to present compelling business and technical value propositions.

Lead customer meetings, workshops, presentations, and strategic account discussions.

Solution Selling & Collaboration

Partner closely with Systems Engineering teams to position and design best-in-class solutions that reduce total cost of ownership and deliver measurable business outcomes.

Collaborate with internal stakeholders to execute account strategies and drive successful customer engagements.

Channel & Ecosystem Development

Build and manage strategic relationships with channel partners, VARs, distributors, and technology alliance partners throughout the territory.

Drive joint pipeline development and co-selling initiatives with partners.

Develop and the broader technology ecosystem to increase market reach and opportunity creation.

Demand Generation & Market Presence

Execute territory-based demand generation initiatives including customer events, executive briefings, lunch-and-learns, technology forums, and industry events.

Collaborate with Marketing teams on campaigns, market awareness activities, and lead-generation programs.

Represent the company at relevant industry conferences and networking events.

Industry & Market Knowledge

Stay informed on industry trends, competitor activity, cloud networking technologies, virtualisation, SDN, and enterprise infrastructure developments.

Clearly articulate competitive differentiation and strategic value to customers and partners.

Qualifications

Mandatory Experience

Minimum 5 years’ experience in a similar vendor sales role selling networking, cloud, or infrastructure technology solutions into Enterprise and Commercial customers.

Proven track record of achieving and exceeding sales quotas and revenue targets.

Experience developing new business opportunities and managing complex sales cycles.

Strong understanding of networking technologies, cloud infrastructure, virtualisation, SDN, and modern data centre environments.

Ability to confidently articulate value propositions at both technical and executive levels.

Experience building and managing relationships with channel partners and technology alliances.

Established network of Enterprise IT and channel contacts within Sydney market.

Skills & Attributes

Entrepreneurial mindset with strong business development capability.

Excellent communication, presentation, and negotiation skills.

Strong stakeholder management and relationship-building abilities.

Highly organised with strong forecasting and pipeline management discipline.

Self-motivated, resilient, and capable of operating independently in a fast-paced environment.

Ability to collaborate effectively across technical, sales, and partner teams.

Preferred

Experience selling enterprise networking or cloud networking solutions.

Knowledge of the Sydney Enterprise and Commercial market landscape.

Existing relationships with key Australian channel partners and system integrators.

Why Join Us

This is an opportunity to play a key role in expanding a high-growth business across Sydney while working with leading technologies, strategic customers, and a collaborative, high-performing team environment.

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