Global Account Manager

VIAVI Solutions•San Jose, CA

About The Position

VIAVI Solutions is seeking an experienced Global Account Manager to drive revenue growth and expand market share within a highly strategic customer. This role is responsible for building deep executive relationships, developing long‑term account strategies, and managing complex sales opportunities across multiple business units. The ideal candidate brings a strong track record in strategic or key account management, combined with technical acumen and the ability to influence cross‑functional teams in a high‑visibility environment.

Requirements

8+ years of experience in strategic or enterprise sales within the telecommunications, networking, or test & measurement industry.
Proven track record of consistently meeting or exceeding annual sales quotas in complex B2B environments.
Demonstrated experience selling into large Network Equipment Manufacturers (NEMs) or enterprise customers.
Strong understanding of high‑speed Ethernet technologies, data center networking, cloud and virtualized environments, and AI‑driven infrastructure.
Solid knowledge of service provider and enterprise test scenarios and how networking products are validated in real‑world deployments.
Ability to engage both technical and business stakeholders and translate customer requirements into value‑based solutions.
Strong understanding of competitive landscapes and the ability to differentiate offerings effectively.
Excellent verbal, written, and executive‑level communication skills.

Nice To Haves

Experience selling similar solutions at companies such as Keysight or other test and measurement vendors.
Familiarity with working large customer ecosystem and experience supporting multiple business units within a large customer organization.
Knowledge of Viavi test and assurance solutions, including Viavi Test Center, Avalanche, CyberFlood, and automation capabilities.
Experience with timing and synchronization solutions, including Calnex tools, and the ability to position integrated, end‑to‑end architectures.
Exposure to test automation, scripting, or migration from competitive tools within NEM or enterprise environments.
Experience collaborating closely with Product Management and Marketing teams to align product roadmaps with strategic customer requirements.

Responsibilities

Develop and maintain strong, trusted relationships with executive stakeholders and key decision‑makers across multiple business units within the assigned strategic account.
Leverage an established executive network to identify, position, and close strategic growth opportunities.
Develop a deep understanding of the customer’s business model, product portfolios, target markets, and long‑term strategic priorities.
Navigate and influence the customer’s decision‑making, budgeting, and procurement processes to advance opportunities effectively.
Own revenue generation and quota attainment for the assigned strategic account and territory, with full accountability for pipeline development and deal execution.
Manage complex sales opportunities from qualification through closure, including preparation of proposals, pricing, presentations, and contract negotiations.
Maintain accurate opportunity management, forecasting, and close‑date integrity within the CRM system.
Coordinate closely with Sales Engineering to support technical evaluations, proofs of concept, and pre‑sales activities.
Lead and drive customer technical and business discussions, demonstrating a working understanding of customer’s business units, architectures, and product requirements.
Translate customer requirements and strategic direction into clear internal inputs for Product Marketing, Engineering, and other cross‑functional teams.
Facilitate post‑sales engagement, including customer onboarding, training coordination, and ongoing relationship management to ensure long‑term satisfaction and growth.
Apply strong problem‑solving skills to develop innovative solutions that align Viavi’s portfolio with customer needs and strategic objectives.