AI Pursuit Strategic Account Manager

Job description

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 Manager or Area VP of Sales. What You'll Do As an AI Pursuit Strategic Account Manager, you will be a senior consultative "Market Maker" driving architectural displacement and enterprise level growth across the region's largest strategic customers. You will lead the charge in adopting next-generation AI infrastructure, specifically targeting Neocloud (GPUaaS) providers and Sovereign AI initiatives. This role operates at the growth-focused frontier of AI, requiring a deep grasp of the GPU-Compute-Storage triad and a proven ability to close complex, high-value infrastructure deals. Job Responsibilities: Drive AI Infrastructure Growth: Exceed measurable sales objectives and expand the brand within a named list of major accounts, with a focus on high-scale AI projects. Consultative Solution Selling: Utilize a consultative approach to address the unique business needs of AI-driven workloads, high-performance data centers, and the transition to open, scalable networking fabrics. Targeted Portfolio Focus: Champion the adoption of the full AI-ready portfolio, including high-speed switching platforms (400G/800G), automated network operating systems, and advanced telemetry for AI cluster observability. Executive Engagement: Meet with key influencers, decision-makers, and C-level executives to present a value proposition focused on AI efficiency and scale. Technical Partnership: Partner with Pre-Sales Engineers to design and position compelling architectures that optimize Job Completion Time (JCT) and performance for AI clusters. Ecosystem Collaboration: Collaborate with infrastructure technology partners to identify prospects and demonstrate integrated, best-in-class AI solutions. Channel Management: Establish and manage key relationships with specialized partners in your territory to drive scale. Strategic Planning: Formulate tactical account plans based on the evolving needs of customers building large-scale compute environments. Community & Demand Gen: Conduct demand generation activities such as technology forums and specialized workshops focused on the future of AI networking. Market Intelligence: Stay up-to-date with emerging technology trends, competing architectures, and industry standards in the AI infrastructure space. You are a seasoned AI pursuit Strategic Account Manager with a proven track record of driving strategic growth across Neo Cloud providers, hyperscalers, and AI-native cloud platforms. You excel in building executive-level partnerships and shaping large-scale AI infrastructure, GPU cloud, and next-generation data center initiatives. You understand the unique dynamics of Neo Cloud rapid scale, infrastructure-first buying centers, AI workload optimization, and ecosystem-driven growth. You are equally comfortable engaging with C-suite leaders, cloud architects, AI platform teams, and infrastructure decision-makers. Minimum Job Requirements: Bachelor Degree (BA/BS,CS,BBA) or equivalent. MBA desirable. 10+ years of enterprise sales experience with a proven track record of closing complex, multi-million dollar deals in the cloud, AI, or high-performance networking sectors. Demonstrated experience selling AI-native infrastructure, GPU cloud services, or high-performance data center solutions. You should understand the unique dynamics of Neoclouds (rapid scale-out, infrastructure-first buying centers, and AI workload optimization). Demonstrated success managing large customers and strategic accounts with multi-stakeholder engagements. A strong "rolodex" of C-level and infrastructure-lead relationships within the ASEAN territory. Exceptional relationship building and executive-level communication skills. Strategic thinker with strong negotiation, influencing, and closing capabilities. Ability to operate with autonomy, manage ambiguity, and prioritize in a fast-paced sales environment. You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper converged infrastructure or Cloud computing. #LI-AN1 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.