Strategic Business Developer 5

Viavi Solutions•Lenexa, KS

12d

About The Position

VIAVI is hiring a Senior Technical Business Development Manager, Avionics Test, Americas, to grow sales of its Avionics, Fuel, GPS, and Identification Friend or Foe (IFF) Test solutions to military and commercial aerospace customers, primarily in the United States. Customers include military services and their program offices, depots, equipment and airframe OEMs, airlines, and repair stations. This technical, customer-facing role leads the Americas business development team and reports to the Avionics Test Product Line Director. The position is based in Lenexa, Kansas; remote work may be considered for exceptional candidates, and relocation assistance is available. The role develops regional business strategy, builds customer relationships, supports customer test requirements, and provides demonstrations, training, and technical support. It also brings customer needs and market feedback to product management and engineering and supports product-line projects and technical activities. Travel is approximately 50%, mainly in the United States and Canada, with infrequent travel elsewhere in the Americas. The position requires use of information subject to ITAR, so applicants must qualify as U.S. Persons under ITAR.

Requirements

At least 8 years of hands-on military or commercial avionics experience, such as aircraft maintenance, avionics test, or engineering.
Experience working with military customers in a technical or business development role.
At least 5 years of business development, applications engineering, or management experience, including coaching and developing team members.
Excellent communication, troubleshooting, and problem-solving skills, including the ability to explain complex problems simply and lead through influence.
Ability to travel approximately 50%, mainly in the United States and Canada, with infrequent trips elsewhere in the Americas.
Applicants must be U.S. Persons within the meaning of ITAR.

Nice To Haves

A bachelor’s degree in engineering or a related technical field, or an equivalent combination of education and experience, is desired.
Experience with IFF and aircraft fuel systems is preferred.
Familiarity with commercial airlines and repair stations is preferred.

Responsibilities

Lead, coach, and develop the Americas business development team.
Develop Americas Avionics Test strategy by analyzing market data, identifying opportunities, programs, and projects, and aligning regional sales through cross-functional influence.
Engage military program offices, airlines, repair stations, and maintenance organizations to understand and help shape their test requirements.
Build relationships with key customers, serve as the primary point of contact by email and phone, and represent VIAVI at technical meetings and trade shows.
Demonstrate VIAVI test equipment at customer sites and provide training and pre- and post-sales technical support.
Provide customer needs and market feedback to product management and engineering to influence product requirements.
Support Avionics Test product-line management projects and technical activities as assigned.