Company Description

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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.

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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.

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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.

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Job Description

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We are seeking an Named Account Manager to join our growing Sales organization. This role will be instrumental in growing the Arista brand within both existing and new financial vertical accounts in the NYC metro area.

• Exceed measurable sales objectives and extend the Arista brand enterprise accounts in addition to developing new logo accounts.
• You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including, software-driven Cloud Networking solutions, CloudEOS (OpenSource Network OS), Cognitive Campus Networking, Wifi networking, and CloudVision (Network Automation & Telemetry) and Monitoring Fabric solutions (Big Switch)
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
• Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions
• Establish and manage key channel relationships in your territory.
• Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
• Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Required Qualifications

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• BS/BA degree or equivalent in addition to 7+ years of technology sales experience for enterprise financial accounts.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• You possess relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a requirement.
• Strong rolodex and relationships within retail accounts within the territory
• Excellent people skills and ability to build relationships at all levels
• 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.

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Preferred Qualifications

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The new hire base pay for this role has a salary range of $108,000 to $165,000. Arista offers different pay ranges based on work location, so that we can offer consistent and competitive pay appropriate to the market. The actual base pay offered will be based on a wide range of factors, including skills, qualifications, relevant experience, and work location. The pay range provided reflects base pay only and in addition certain roles may also be eligible for discretionary Arista bonuses and equity. Employees in Sales roles are eligible to participate in Arista’s Sales Incentive Plan, which pays commissions calculated as a percentage of eligible sales. US-based employees are also entitled to benefits including medical, dental, vision, wellbeing, tax savings and income protection. The recruiting team can share more details during the hiring process specific to the role and location.

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#LI-DS1

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All your information will be kept confidential according to EEO guidelines.

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Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.

Description

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

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Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

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Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

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ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, 2021 SC Media Trust Award for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products.

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Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States and England, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent.

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We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer.

• Design technical solutions that meet the customers' business objectives by mapping to ReversingLabs products
• Responsible for the technology selection process to include requirements consolidation into RFI/RFP/RFQ, Proof-of-Concept testing/Prototyping and Technology Selection.
• Clarify ambiguous requirements with sales or prospects, ensuring the solution resolves underlying prospect issues
• Attend prospect and customer meetings in person and through web conferencing solutions
• Interact independently with all levels of customer's management team to drive positive technical outcomes mapped back to business goals
• Coordinate customer implementation with service delivery organization and provide design clarification while interfacing directly with customers.
• Responsible for generating high quality technical documentation and configurations to support architecture and solution designs, with the ability to articulate and convey concepts and detail
• Other duties as assigned

Required Qualifications

• Bachelor’s Degree plus 5+ years of relevant technical experience; or 8+ years of relevant experience
• Proven track record of success attaining sales quota within an assigned territory
• Demonstrated experience interfacing with clients, assessing stakeholder’s goals and objectives and the ability to translate ideas into strategic and practical solution recommendations
• Strong communication skills (written, verbal and listening)
• Ability to articulate and map concepts to the cybersecurity kill chain

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Preferred Qualifications

• Experience in technical sales selling security operations (SOC) tooling, including but not limited to: EDR, SIEM, SOAR
• Good understanding of the software development lifecycle and relevant security controls within the SDLC
• Understanding and ability to read and write Python, Bash, and other scripting languages
• General understanding of both Windows and Linux operating systems
• Ability to travel throughout the central time zone up to 25%

Benefits

• Competitive compensation packages (base, bonus and equity)
• HRA - RL covers your Medical deductible through reimbursements
• Employer paid dental, vision, disability & life insurance
• Voluntary Buy up Life Insurance for you and your dependents
• 401k: Traditional and Roth
• Flexible Spending Accounts (health & dependent)
• Flexible PTO-take time when you need it
• Quarterly (3 day) Wellness Weekends
• Access to Udemy Business for professional development and continuous learning across a wide range of courses
• Pet insurance
• Hospital Indemnity insurance and Accident insurance
• Employee Assistance Plan (EAP)- offering mental health, financial, and legal resources
• Remote Work Stipend to cover the cost of your internet and cell phone cost
• All employees receive a complimentary membership to the Calm app, promoting mental well-being and stress reduction
• Volunteer Time allowance of 8 hours yearly to support the 501c of your choice
• Opportunities for advancement
• Innovative and collaborative work environments

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The base salary range for this role is influenced by several factors, including work location, job-related skills and experience, relevant education, training or certifications, and other business needs. For this position, the target base salary is $175,000 - $185,000.

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At ReversingLabs, we believe that cash salary is just one part of our Total Rewards package. We’re proud to offer a comprehensive benefits package that includes base salary, bonus, stock awards, and extensive healthcare coverage. Additionally, we provide quarterly wellness weekends, retirement savings options, an annual Calm membership, access to Udemy for training and growth development, parental leave, and much more. We look forward to sharing more details about our Total Rewards package during the recruitment process.

Applicants only - Recruiting agencies, please do not contact.

Summary Information about the Role

We are looking for an experienced Business Development Representative to support the Federal Sales team.

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Company Overview

Semperis focuses on creating an employee experience that is aligned with our vision—being a Force for Good— starting with being a good workplace. Semperis is recognized as one of America’s Fastest-Growing Cybersecurity Companies on the Inc. 5000 List, a DUNS 100 top Start Up to work for and Inc. Best Workplace for multiple years. With teams around the world, you’ll be working alongside top global talent in Cybersecurity and Identity Access Management.

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If you are a purpose-driven person who always sees the glass as half full, seizes opportunities, and has an urge to learn and develop your skills—we’d love to meet you.

• Develop a targeted list of prospects as well as qualify inbound leads according to the established framework. (via cold calls, emails, marketing leads).
• Conduct lead generation activities following best practices and processes provided in the sales development playbook, and provide feedback for process improvement based on insights gathered from the field.
• Effectively communicate Semperis’ value and offerings to prospects across a company’s I/T organization.
• Partner with assigned Federal Account Executives to develop your territory.
• Consistently achieve assigned quotas and performance goals.
• Update and maintain prospect information and sales activities on systems such as Outreach and Salesforce.com.
• Provide Account Executives with detailed notes on prospect interactions.
• Continually seek knowledge on industry best practices and Semperis product offerings.

Required Qualifications:

• 2+ years Proven experience as a Business Development Representative, preferably in selling cybersecurity services to federal entities

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Preferred Qualifications:

• Proven track record in generating qualified sales leads/meetings.
• Strong communication skills via phone, email, and social.
• Desire to learn and move up within a sales organization
• A collaborative spirit and mindset
• Self-motivated & go-getter approach.
• Experience with Salesforce, Prospecting Automation tools (Outreach, SalesLoft, Apollo, etc.), LinkedIn Sales Navigator, and other BDR prospecting tools.

Semperis is an equal opportunity employer and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, veteran or military status, genetic information, citizenship, marital status, or any other legally recognized protected basis under federal, state, or local law. The information collected by the Semperis application is solely to determine suitability for employment, verify identity, and maintain employment statistics. Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and/or other applicable state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Semperis. Please inform Semperis representative Anna Taylor, Director of Global Recruiting, if you need assistance completing this application or to otherwise participate in the application process.