Account Executive, HyperScaler Segment

Summary:

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.

Duties & Responsibilities:

Position Details

NEM Account Executive will be responsible for Viavi’s OT, HSE for the HyperScaler segment in North America will be responsible for managing all aspects of the sales process and the Sales Support Team, selling test and access solutions, and capturing new design wins at Accounts such as NEMS, Service Providers, Chip/component/module companies.   This position will report into John Winans, Sr. Director of Sales NAM

Essential Functions of this position include:

• Develop and execute sales plan and strategies to meet and exceed account sales objectives
• Meet / exceed quarterly and annual revenue objectives for Manufacturing Accounts
• Establish applicable BU Marketing and Engineering contacts necessary to align Viavi’s existing high-speed Ethernet Multiport portfolio with Key Territory Accounts.
• Establish customer relationships and position Viavi senior leadership team with the appropriate executives to develop and meet NE goals
• Effectively communicate Key Territory Account’s product opportunities and pre-sale / post sale support requirements to appropriate Product Line Managers and senior management leadership team
• Proactively work with Business Unit to set up appropriate customer meetings to achieve requirements, alignment and sales revenue objectives for high-speed Ethernet Multiport products.
• Coordinate with sales teams and technical support personnel to achieve sales objectives with maximum profitability
• Drive alignment of customer needs with Viavi product development roadmap(s)
• Active Daily Management including updated forecasting, territory plans, quarterly business reviews required.  
• Keep team tools updated to ensure cohesive team awareness globally

Critical Knowledge, Skills and Abilities:

• Effective sales process in a high technology environment
• A Wining Attitude and high degree of motivation and desire to succeed
• Track record of significant and continuous achievements in closing business deals
• Proven ability to overcome customer-selling objectives
• Able to close deals in complex procurement / technical evaluation process
• Proven ability to network and establish executive relationships
• Ability to work independently under self-imposed schedules
• Excellent presentation, time management and prioritization skills
• Sales plan development and implementation
• Ability to solve complex problems and make decisions
• Superior interpersonal skills with the capacity to build rapport with customers/clients
• Able to mentor and coach sales team
• Excellent negotiation skills
• Superior verbal and written communication skills
• Understand large account selling business module

Pre-Requisites / Skills / Experience Requirements:

Experience Required:
 

• Advanced Knowledge and Product Range in Telecommunications / Data communications industry.
• Technology know-how: High-Speed Ethernet (HSE), Data Center Ethernet, IPv4, IPv6, Routing, Application layer protocol Layer 1 to Layer 7.
• 7+ years proven record building, developing sales in Test & Measurement market
• 7+ years of experience in new business development and Sales
• 5+ year experience in HSE technology with authoritative knowledge of network architectures, protocols, and applications
• Track recording establishing, and maintaining trusted relationships with key/strategic accounts in the HyperScaler Segment
• Demonstrated leadership skills with the business acumen to drive market leading products across a geographically diverse team
• Excellent intercultural communication skills, comfortable with Management, Sales, R&D and customers at all levels
• Proficiency in Telecommunications Test Methodologies required to establish trust both customers and with internal stakeholders
• Demonstrated experience in launch of products and solutions through both direct and indirect channel sales models
• Demonstrated ethics and ability to collaborate within a team structure driving towards common goals is required

Education:

• Bachelor degree or equivalent required industry / market experience and expertise

% Travel Required

• 40% (mostly within NAM)

If you have what it takes to push boundaries and seize opportunities, apply to join our team today.

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Job Posting Pay Range:

117,600

to

218,400