Account Executive; West Region

Summary

VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, defense and railway applications. This role focuses on VIAVI's position, navigation and timing (PNT) solutions for the Aerospace & Defense as well as enterprise verticals.

The Western Region PNT Account Executive is responsible for identification, development and growth of our extensive portfolio of PNT products for assigned accounts and new logo accounts in the Western United States, reporting to our regional sales manager. VIAVI's PNT component capabilities bring value in Government/Aerospace, LEO Earth Terminal, automotive, industrial, medical and consumer electronics applications.

• Work closely with Regional Sales Management and Product Line Management team to identify and manage emerging accounts, maintain customer records and CRM database and establish new business to exceed an annual quota assignment.
• Market emphasis for this role is Government/Aerospace and industrial segments - with specific focus on PNT related solutions.
• Prospect to identify and qualify potential customers, develop leads through referral channels, cultivate new key accounts and close business.
• Establish relationships with key technical authorities and be the voice of the customer within VIAVI.
• Manage the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Include qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design in cycle.
• Possess strong technical competency in PNT solutions to understand customer design challenges and develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer's application.
• Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
• Maintain strong technical comprehension of RF/MW technologies and VIAVI's unique selling proposition; understand market conditions/trends, competitor products and any industry dynamics.

• 4+ years experience in developing and managing OEM accounts.
• 4+ years experience in PNT products in a technical sales role.
• BS degree in physics, engineering (EE, CSE) or other relevant technical field, MBA a plus.
• Familiarity with the Government prime contractor procurement process.
• Ability to hold a Secret Clearance.
• Experience in applications of various PNT related components and modules, timing circuit design, LEO signal receivers or inertial navigation, highly desirable.
• Successful past performance in sales/capture/business development in commercial sectors (e.g. developing customer relationships, developing a qualified pipeline, and building industry relationships).
• Demonstrated ability to build relationships with high level technical and business managers at key customers.
• Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
• Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.
• Travel 50%.

67,900 to 126,100

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

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