Account Executive (Mountain West Region) - Network Performance
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.
Requirements
- 4-year degree or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance
- 5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance
- Valid driver’s license and access to a vehicle for frequent travel
Nice To Haves
- Understanding of network industry & trends
- Experience in selling direct and through channels
- Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger.
- Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates
- Familiar with OSI model
Responsibilities
- Present a thorough territory plan within first 90 days
- Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts
- Close both net new accounts and existing accounts
- Identify and close quick, small wins while managing longer, complex sales cycles
- Keep Salesforce opportunities updated including close date, next steps, and forecast stage
- With SE, position and conduct proofs of concept that address customers business drivers
- Understand customers’ procurement process in detail
- Prioritize opportunities and apply appropriate resources
- Understand strengths/weaknesses of the competition
Benefits
- paid time off
- health, life and disability insurance
- 401(k)
- bonus program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
