Account Executive (West Region)

VIAVI Solutions

2d•$67,900 - $126,100•Remote

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, defense and railway applications. This role focuses on VIAVI's position, navigation and timing (PNT) solutions for the Aerospace & Defense as well as enterprise verticals. 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 everyday to the company - to question, to collaborate and to push for solutions that will delight our customers.

Requirements

4+ years experience in developing and managing OEM accounts
4+ years experience in PNT products in a technical sales role
BS degree in physics, engineering (EE, CSE) or other relevant technical field
Familiarity with the Government prime contractor procurement process
Ability to hold a Secret Clearance
Demonstrated ability to build relationships with high level technical and business managers at key customers.
Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.

Nice To Haves

MBA a plus
Experience in applications of various PNT related components and modules, timing circuit design, LEO signal receivers or inertial navigation, highly desirable.
Successful past performance in sales/capture/business development in commercial sectors (e.g. developing customer relationships, developing a qualified pipeline, and building industry relationships)

Responsibilities

Identification, development and growth of VIAVI's extensive portfolio of PNT products for assigned accounts and new logo accounts in the Western United States.
Identifying and managing emerging accounts.
Maintaining customer records and CRM database.
Establishing new business with the goal of exceeding an annual quota assignment.
Prospecting to identify and qualify potential customers.
Developing leads through referral channels.
Cultivating new key accounts and closing business.
Establishing relationships with key technical authorities and being the voice of the customer within VIAVI.
Managing the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved.
Qualifying opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design in cycle.
Understanding customer design challenges and developing and proposing VIAVI solutions that leverage unique capabilities.
Utilizing CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
Understanding market conditions/trends, competitor products and any industry dynamics.