Account Executive - Optical and Photonics Solutions

Viavi Solutions•San Jose, CA

1d•$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 broader Western United States. The role covers photonics, semiconductor, datacenter, optical-component and communications accounts. Reporting to the Senior Director, VIAVI Solutions, 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 Account Executive develops territory and account plans, grows business with new and existing customers, and positions VIAVI’s photonic portfolio for optical development and manufacturing applications. The role works with customers and internal teams to understand technical requirements, shape appropriate solutions, and coordinate sales activities from discovery through post-sale handoff. Travel throughout North America is required as needed.

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, including 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.
Willingness to travel throughout North America as required.

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 VIAVI 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.