Role Description We’re looking for a Strategic Account Manager to lead growth across a portfolio of our most important public sector customers. This role sits at the intersection of relationship-building, strategy, and revenue ownership. You’ll work closely with agency partners to understand their priorities, guide them toward impactful use cases, and expand our presence across teams and departments. This is not a maintenance role. You’ll be expected to take ownership, think creatively, and actively shape how we grow within each account. What You’ll Do - Own Revenue & Account Growth - Own renewals and expansion deals across a portfolio of strategic public sector accounts - Be accountable for Net Revenue Retention (NRR) and account growth targets - Identify, develop, and close expansion opportunities across departments, use cases, and products - Build and execute account plans that align with customer goals and timelines - Build Trusted, Multi-Level Relationships - Develop strong, multi-threaded relationships across agencies - Engage senior stakeholders and decision-makers - Expand beyond existing contacts to create durable, long-term partnerships - Act as a Strategic Advisor - Help customers connect their goals to meaningful outcomes using Replica - Bring forward ideas and insights that help agencies solve complex challenges - Clearly communicate the impact and value of Replica’s data - Own the Customer Experience - Stay close to your customers through regular engagement and in-person meetings - Travel as needed to support relationship building and key initiatives - Ensure customers are continuously realizing value and progressing in their use of Replica - Operate with Ownership & Agility - Take initiative and operate independently with a high level of ownership - Test new approaches, iterate quickly, and adapt based on what works - Bring customer insights back to internal teams to inform product and strategy What Success Looks Like - 105%+ Net Retention Rate (NRR) and consistent expansion within strategic accounts - Successful ownership and close of renewal and expansion deals - Growth into new teams, departments, and use cases - Deep, trusted relationships across multiple levels of each organization - Customers who view Replica as a long-term partner and advisor - Clear examples of customer impact and value delivered Qualifications - Proven track record of growing complex, strategic accounts, 5+ years experience preferred - A strong relationship builder who can quickly establish trust and credibility - Strategic and curious, you ask good questions and bring thoughtful ideas forward - Comfortable with ambiguity and able to operate independently - Creative, flexible, and willing to test new approaches - Driven, proactive, and ready to engage with customers immediately - Motivated by outcomes and committed to delivering real value - Willing and able to travel to meet with customers regularly Compensation & Incentives - This role has a base salary range of $130,000 - $150,000 depending on experience and qualifications fit. - This role includes a variable compensation component tied to: - Net Revenue Retention (NRR) driven by renewal and expansion revenue - Success in this role is directly aligned with customer success. When our customers see value and grow with us, you do too. Why This Role Matters Our most important customers rely on us to help inform critical decisions that shape communities. This role ensures those partnerships continue to grow, deepen, and deliver.

• Collaborate with our distributor to cultivate and manage a robust network of resellers in North America, primarily focused on the Eastern territory. • Identify and recruit prospective resellers that align with our target market and can effectively address the needs of commercial clients. • Onboard and enable new resellers, providing them with the necessary training, resources, and support to successfully market and sell our solutions. • Develop and execute strategies to expand market reach and penetration within the market. • Achieve and exceed established performance targets related to partner recruitment, enablement, and sales growth. • Maintain strong relationships with distributor partner(s) and their key resellers. • Manage and maintain a healthy sales pipeline with distributor's growth partners. • Proactively manage opportunities through each stage of the sales process. • Ensure compliance with all applicable regulations and policies related to partner engagement and procurement. • Provide regular reporting and analysis on channel performance and identify areas for improvement. • Own all reporting internally and externally, participating in regular business reviews with distributor and distribution managed partner leadership and stakeholders, addressing performance goals, KPIs, and all measurable metrics.

• Act as a trusted advisor and implement sales strategies • Exceed measurable sales objectives • Utilize a consultative selling approach • Collaborate with technology partners • Conduct demand generation activities

• Engage with large Service Provider accounts and other Regional Services Providers customers • Utilize a consultative selling approach with key client stakeholders • Address business needs of hybrid cloud computing and siloed legacy IT systems • 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 • Collaborate with technology partners to identify prospects and demonstrate solutions • Establish and manage key channel relationships • Conduct demand generation activities • Collaborate with Arista peers on marketing plans and best practices • Keep up-to-date with technology partner solutions and competitor strategies