Account Executive - Network Performance (South East Region)

VIAVI Solutions

6d•$91,000 - $169,000

About The Position

VIAVI is seeking an Account Executive to sell its Observer network performance management platform to network teams in large enterprises across the South East Region. The role covers both existing accounts and a territory, with responsibility for expanding current business and winning new accounts. The compensation plan includes quarterly accelerators. The Account Executive works with customer stakeholders including CIOs, network directors, managers, and engineers, and partners with sales engineers on proofs of concept aligned with customer business drivers. Success includes building a territory plan, managing opportunities and forecasts in Salesforce, navigating procurement processes, prioritizing opportunities and resources, and understanding competitive strengths and weaknesses. The position requires demonstrated sales experience in network, application, or systems performance management. Frequent travel is required, and the employee must have a valid driver’s license and access to a vehicle. The listed pay range is $91,000 to $169,000; qualifications, experience, and location may affect compensation. VIAVI offers paid time off, health, life and disability insurance, a 401(k), and a bonus program.

Requirements

A four-year degree or at least 7 years of sales experience in network performance, application performance, or systems performance management domains.
At least 5 years of field sales experience in network performance, application performance, or systems performance management domains.
Valid driver’s license and access to a vehicle for frequent travel.
Demonstrated ability to grow existing and new accounts.
A successful track record of exceeding sales quotas and closing net-new accounts while working existing accounts.
Effective communication skills.
Ability to adapt readily to changing market drivers and solutions.

Nice To Haves

Understanding of the network industry and trends.
Experience selling directly and through channels.
Training in a solution-selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, or Challenger.
Experience with framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates.
Familiarity with the OSI model.
Success selling performance management systems such as OPNET, Riverbed, NetScout, or Fluke Networks.

Responsibilities

Present a thorough territory plan within the first 90 days.
Meet with CIOs, network directors, managers, engineers, and other key stakeholders in installed and target accounts.
Close both net-new and existing-account business.
Identify and close quick, small wins while managing longer, complex sales cycles.
Keep Salesforce opportunities updated, including close dates, next steps, and forecast stages.
Work with a sales engineer to position and conduct proofs of concept that address customers’ business drivers.
Understand customers’ procurement processes in detail.
Prioritize opportunities and apply appropriate resources.
Understand the strengths and weaknesses of competitors.