Senior Global Account Manager

VIAVI Solutions • Santa Rosa, CA

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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. Summary: The Senior Global Account Manager (SGAM) is responsible for one of VIAVI’s largest customers, a global leader in the consumer market. The SGAM oversees our account relationship – the maestro leading an orchestra of world-class optical product solutions, customer service, manufacturing excellence, and technical support. The resulting effect is the appearance of presenting “one face” to the customer. In fact, it is the management and coordination of a complex network of relationships and deliverables. The SGAM is responsible for all aspects of account management, including attainment of revenue, market-share, margin, and Design Win KPI’s, while developing deep relationships with customer technical and commercial influencers.

Requirements

• BS EE, Physics, or related technical degree (MS preferred).
• Technically strong in the optics field (thin film coatings, micro-optics, photonic components, light control, etc.) with previous success in design-win driven technical sales roles.
• Ten years’+ experience in technical sales / account management roles with five+ years’ managing at least two different global strategic customers, preferably as a supplier in the optics industry.
• A results-driven professional, experienced in managing a strong, proprietary portfolio of optical solutions, possessing gravitas and a track record of exceeding design win and revenue targets.
• Role may be based either in Santa Rosa, CA and surrounding area, or, within 50 miles of Sunnyvale CA.

Responsibilities

• Understand customer system requirements and the unique technical differentiation offered by VIAVI to create high value, winning solutions adopted by the customer: requires strong engagement with key technical influencers.
• The customer’s champion within VIAVI: orchestrate resources across PLM, R&D, PMO, Operations, Corporate to provide best-in-class technical, operational, and commercial support to our customer.
• An expert negotiator that embraces a selling persona based on value delivery and system-level technical differentiation / impact.
• Impactfully manage relationships at all managerial / executive levels within the customer and VIAVI.
• Lead cross-region global team to manage our customer and their supply chain entities, ensuring consistent execution of corporate strategies.
• Utilize quantitative TAM / SAM / SOM modeling to understand our competitive position at the customer and set meaningful KPIs.
• Role includes Account Management support for other customers, in addition to SGAM assignment.
• Manage CRM to company specifications for revenue forecasting and opportunity funnel management.
• Personify VIAVI’s culture and values in all dealings.

Benefits

• VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level