Account Executive (PCIe) - Bay Area/Western US

Viavi Solutions•San Jose, CA

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 Western Region Account Executive manages a successful sales channel by optimizing the sale of CST products in the region, providing leadership in a complex changing market, and maintaining customer relationships. The Account Executive is expected to use a network of influential relationships across the region to develop the opportunities for Viavi’s business, leveraging their business acumen to significantly increase the penetration of the PCIe Ecosystem in this region’s market.

Requirements

PCIe Ecosystem expert with Test and Measurement experience.
Minimum of 5 years of experience related to sales development and channel management with a history of success in within PCIe Ecosystem.
BSEE, BSCS and/or engineering-related degree desired but experience can substitute.
PCIe and Storage Industry Background Needed.
Demonstrated ability to manage and lead in a diverse and complex business environment.
Leadership skills to establish and effectively maintain relationships with customers and industry partners; ability to develop and implement joint strategies and build synergistic win-win relationships.
Must have protocol knowledge with the ability to learn new protocols, specific: PCIe, fibre channel, SAS, and Ethernet.
Ability to help channel partners develop technical and product knowledge.
Skills and willingness to proactively develop the organization to meet future requirements.
Excellent strategic judgment.
Strong communication skills in speech, writing, and presentations.
Sufficient knowledge of finance and accounting to understand the consequences of decisions and effectively manage the business.
Solid understanding of the storage networking industry and underlying technologies.

Responsibilities

Develop and execute business development plans and strategies for target PCIe Accounts.
Engage early with Target Customers’ IP, R&D, HW Development, and System Validation Teams to introduce Viavi’s product portfolio and key differentiators.
Work with customer to understand existing and future Testing requirements as well as Global Lab locations.
Ability to coordinate and align with Viavi’s Global Sales Teams in other Regions.
Lead the development and implementation of a sales strategy that integrates strategies and plans of existing business and defines key areas for growth.
Assure that channel-partners/Mfg Representatives develop and optimize their focus to support SNT’s strategic business objectives and that factory assistance is provided to assure they have our complete support in doing so.
Responsible for developing relationships with Viavi CST customers in the territory and growing revenue at these accounts.
Responsible for selecting and managing Viavi CST channel partners in Eastern US.
Achieve revenue targets (through accurate forecasting of bookings and orders) while maintaining quality standards, controlling expenses and working capital (inventory and demo).
Provide input to Product Marketing, Engineering and Operations teams to help direct the development of new products that reflect market trends and customer needs.