Client Director, Cloud & Strategic AI

Quick Facts

• Role: Client Director, Cloud & Strategic AI
• Focus: End-to-end ownership of key hyperscale cloud and frontier AI accounts (strategy, revenue, trust)

Description

Own the relationship strategy for major cloud providers and frontier AI labs, including multi-year account planning tied to AI and cloud roadmaps. Lead large strategic RFPs and competitive evaluations, translating customer requirements into actionable product and engineering inputs. Ensure forecast, quote-to-PO-to-delivery execution is accurate, while managing escalations and aligning internally across executives, finance, legal, and supply chain.

Responsibilities

• Build and execute a multi-year account plan (cluster build-outs, fabrics, DCI, and next-gen silicon transitions)
• Develop executive-level relationships across the customer organization
• Anticipate customer needs 12–24 months ahead and position before RFPs
• Lead RFPs and competitive evaluations with coordinated responses across SE, product, engineering, and executives
• Win competitive decisions using open networking flexibility (EOS or support for customer-chosen NOS)
• Structure deals: pricing, multi-year commitments, reseller/channel paths, and commercial/financing models
• Own forecast and quote-to-PO-to-delivery chain; catch discrepancies early
• Partner with supply chain/operations to secure capacity and manage lead times
• Handle escalations (technical field issues and commercial disputes) and close the loop
• Advocate for the customer inside Arista; drive alignment across product, engineering, finance, legal, and supply chain

Requirements

• 12+ years selling data center networking, optical, silicon, or cloud infrastructure; at least 5 years owning a hyperscale/cloud service provider/frontier AI account
• Closed large, multi-year deals (eight- and nine-figure programs) and consistently exceeded quota
• Strong technical fluency in data center fabrics (leaf-spine, AI back-end networks) and networking fundamentals (BGP/EVPN, 400G/800G Ethernet, RoCE and congestion management, DCI, optics)
• Familiarity with NOS landscape (EOS, SONiC, FBOSS, and other disaggregated options)
• Experience running complex RFPs and competitive evaluations against incumbents and white-box/ODM alternatives
• Ability to manage commercial aspects (pricing strategy, reseller/channel structures, non-standard terms) with legal/finance/supply chain
• Bachelor’s degree in engineering, computer science, or business, or equivalent experience

Benefits

• Base salary range: $135,000–$184,000 USD (varies by factors including skills/experience/location)
• May be eligible for discretionary bonuses, commissions, and equity
• Medical, dental, vision, wellbeing, tax savings, and income protection