Account Executive - Assured PNT (Eastern US Territory)

VIAVI Solutions

About The Position

VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications. We are the people behind the products that help keep the world connected at home, school, work, at play, and everywhere in between. VIAVI employees are passionate about supporting customer success and we welcome people who bring their best every day to the company – to question, to collaborate and to push for solutions that will delight our customers. The PNT Business Development Manager is responsible for identification, development, and growth of our extensive portfolio of PNT products for assigned accounts in the United States, reporting to our Regional Sales Manager, VIAVI’s PNT component capabilities bring value in Government/Aerospace, LEO Earth Terminal, automotive, industrial, medical, and consumer electronics applications. Duties & Responsibilities: Job Responsibilities (include but are not limited to): The Business Development Manager will work closely with Regional Sales Management as well as the Product line Management team and be responsible for identifying and managing emerging accounts, maintaining customer records and CRM database, and establishing new business with the goal of exceeding an annual quota assignment. Market emphasis for this role is Government/Aerospace, and industrial segments – with a specific product focus on PNT related solutions. Prospect to identify and qualify potential customers. Develop leads through referral channels and cultivate new key accounts. Establish relationships with key technical authorities and be the voice of the customer within VIAVI. Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design-in cycle. Possess strong technical competency in PNT solutions in order to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer’s application. Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win. Strong technical comprehension of rf/MW technologies and VIAVI’s unique selling proposition; understands market conditions/trends, competitor products and any industry trends. Ideal candidate capabilities/experiences: Assured PNT – position, navigation and timing with Inertial Navigation being of primary importance, most preferred. Inertial Measurement Units, Inertial measure systems, MEMs or other inertial sensors, combined systems with inertial navigation, assured timing and assured position qualities. Business development experience and history with OEM’s and Military, verifiable. (particular experience with selling to, designing in at UAV/Drone manufacturers, missile manufacturers, radar manufacturers, aircraft manufacturers, etc.) Ability to manage large, complex, sometimes long term, design-in and development programs – some program management experience. Ability to mentor younger, less experienced members of a PNT team. Pre-Requisites / Skills / Experience Requirements:

Requirements

4+ years’ experience in developing and managing OEM accounts
4+ years’ experience in PNT products in a technical sales role
BS degree in physics, engineering (EE, CSE) or other relevant technical field.
Familiarity with the Government prime contractor procurement process
Ability to hold a Secret Clearance
Successful past performance in sales/capture/business development in commercial sectors (e.g., developing customer relationships, developing a qualified pipeline, and building industry relationships)
Demonstrated ability to build relationships with high level technical and business managers at key customers.
Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.
Travel 50%

Nice To Haves

Assured PNT – position, navigation and timing with Inertial Navigation being of primary importance, most preferred. Inertial Measurement Units, Inertial measure systems, MEMs or other inertial sensors, combined systems with inertial navigation, assured timing and assured position qualities.
Business development experience and history with OEM’s and Military, verifiable. (particular experience with selling to, designing in at UAV/Drone manufacturers, missile manufacturers, radar manufacturers, aircraft manufacturers, etc.)
Ability to manage large, complex, sometimes long term, design-in and development programs – some program management experience.
Ability to mentor younger, less experienced members of a PNT team.
MBA is a plus
Experience in applications of various PNT related components and modules, or timing circuit design highly desirable.

Responsibilities

Identifying and managing emerging accounts
Maintaining customer records and CRM database
Establishing new business with the goal of exceeding an annual quota assignment
Prospect to identify and qualify potential customers
Develop leads through referral channels and cultivate new key accounts
Establish relationships with key technical authorities and be the voice of the customer within VIAVI
Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design-in cycle
Possess strong technical competency in PNT solutions in order to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer’s application
Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win
Strong technical comprehension of rf/MW technologies and VIAVI’s unique selling proposition; understands market conditions/trends, competitor products and any industry trends