Account Executive - Optical and Photonics Solutions

VIAVI Solutions•San Jose, CA

2d•$90,300 - $167,700

About The Position

VIAVI Solutions is seeking a Bay Area-based Account Executive to develop and grow optical and photonics business across the Bay Area and the broader Western United States. The territory includes photonics, semiconductor, datacenter, optical-component, and communications accounts. The Account Executive builds customer relationships, identifies and qualifies opportunities, manages the sales process, and coordinates VIAVI technical resources to support customer design, validation, and manufacturing-test requirements. The position reports to the Senior Director, VIAVI Solutions.

Requirements

Bachelor’s degree in engineering, physics, photonics, optics, business, or a related discipline, or equivalent relevant experience.
Typically one to three years of experience in technical sales, applications engineering, inside sales, business development, optical testing, or a customer-facing technical role.
Foundational understanding of fiber optics and photonics, including wavelength, optical power, dB/dBm, insertion loss, return loss, attenuation, switching, and basic optical-test methodology.
Ability and willingness to develop working proficiency with VIAVI MAP products, configurations, applications, and customer test workflows.
Strong written, verbal, and presentation skills, with the ability to communicate effectively with engineers and business decision-makers.
Demonstrated curiosity, organization, initiative, follow-through, and willingness to learn.
Ability to manage multiple accounts and opportunities while working collaboratively across a geographically distributed organization.

Nice To Haves

Experience with optical communications, electro-optical design and test, laboratory automation, CRM platforms, or complex capital-equipment sales.
Recent graduates may be considered if they have relevant coursework, internships, laboratory experience, industry exposure, or demonstrated sales aptitude.

Responsibilities

Develop and execute territory and account plans for photonic component and telecommunications/compute hardware companies.
Identify and develop new business while expanding VIAVI’s position within existing accounts.
Build relationships with engineering, operations, procurement, management, and executive stakeholders.
Prospect, qualify, and manage opportunities through closure; maintain accurate forecasts, CRM records, quotations, and follow-up actions.
Position VIAVI’s photonic portfolio for optical development and manufacturing applications.
Understand customer requirements involving optical system design, automation, repeatability, and production throughput.
Work with applications engineering, product management, business development, and customer-support teams to develop technically and commercially appropriate solutions.
Coordinate technical discovery, demonstrations, product evaluations, proof-of-concept activities, proposals, and post-sale handoffs.
Participate in customer visits, industry events, forecast reviews, and cross-functional business-planning activities.
Travel throughout North America as required.