Sales Engineer

VIAVI Solutions•Paeonian Springs, VA

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, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications. 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 every day to the company – to question, to collaborate and to push for solutions that will delight our customers. Inertial Labs, Inc. (a VIAVI Solutions Company) is ISO 9001-2015 certified developer, manufacturer and supplier of unique inertial sensing technologies based Inertial Measurement Units (IMU), Inertial Navigation (INS), Inertial Orientation (AHRS) and Motion control (MRU, DTS) solutions. Established in 2001, today Inertial Labs is one of the fastest growing Companies in segment of inertial sensors and systems in a world, producing and supplying state-of-the-art solutions for variety of applications like autonomous vehicles; unmanned aircrafts (UAV); robotics; antennas; radars; defense and marine platforms around the world. We are currently seeking an ambitious and highly skilled Sales Engineer with a track record of exceptional, transformative sales & business development practices. In this role, you will increase productivity, inspire and motivate employees, and optimize our company’s market share. Candidates will have tremendous opportunities to create and manage innovative sales & business development policies and campaigns that shape the future of our organization. Candidates for this role should have an Engineering degree and will be creative, charismatic, knowledgeable, and exceptionally well-versed in the latest sales and business development techniques as well as tried-and-true practices. Typical functions include identifying sales opportunities, performing best-in-class Inertial Labs sensors, systems and software online demonstrations, supporting projects prior and post-sale, and collaborating with the sales and marketing team to maximize Inertial Labs sales revenue.

Requirements

Solid experience and a strong track record in Sales Engineering of the complicated technical products (sensors and systems in Aerospace and Defense applications is plus)
Highly motivated, self-sufficient professional with technical acumen who is focused on results and can interface and communicate effectively at all levels
3+ years of experience in technical sales engineering within a global organization with multiple product lines
Bachelor’s degree in engineering, similar field (inertial sensors and systems is plus), or equivalent experience in applications like UAV, UGV, AUV, autonomous vehicles, Aerospace & Defense etc.)
Or an equivalent combination of education and work experience
Excellent level of CRM management (must, preferably HubSpot or ZOHO)
Deep technical understanding of sensors and systems is a big plus
Strong analytical, written and verbal communication skills
Customer-centric mindset
Experience working with tools like ERP, CRM, HubSpot, SEMRush, Google Analytics, Google, LinkedIn etc.
Ability to work in a fast-paced environment that changes rapidly
Self-driven, highly motivated, and flexible individual who can efficiently prioritize and adjust their schedule to adapt to a very dynamic environment
Must perform duties with minimal supervision

Nice To Haves

Sensors and systems in Aerospace and Defense applications is a plus
Inertial sensors and systems is a plus

Responsibilities

Sales Engineer is responsible for applying standard and customized Inertial labs solutions to existing and new market segments and moving opportunities through the sales process
New sales opportunities and new leads generation
Coordinate customers’ requirements and processes with Inertial Labs product features and benefits
To manage exiting and to generate a brand-new Distributors and Sales Representative network in North America Territory
Technical analysis of the customers’ applications and requirements
Creating Sales & Technical Proposals, Quotations and Presentations
Sales orders processing
Work as an integral part of the Inertial Labs sales and marketing team
Achieve portable sales and aftermarket revenue targets, in coordination with VP of Business Development
Working with marketing team to create Datasheets for new products and to manage updates of the Datasheet for the current products
Becoming an Inertial Labs products portfolio subject matter expert and keep up-to-date on competitive solutions and industry trends
Delivering product online and face-to-face demonstrations, answering technical questions, and providing customers guidance and advice to ensure they realize the full value of Inertial Labs sensors and systems
Providing basic training and coaching to our internal teams, partners, and customers
Conducting site visits to understand how Inertial Labs solutions are used, the benefits they deliver, and what can be done to continue to improve our offering
Providing feedback from partners and customers to help improve our products, services, and customer journey
Foster long-term relationships with key customers and local clients
Document and advance the sales process
Monitor local market and customer trends for market potential and development of forecasts and sales strategies
Provide additional troubleshooting support for emergency customer issues, in coordination with Inertial Labs Technical Support Team