Regional Account Manager

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. It also leads in light management technologies for 3D sensing, anti‑counterfeiting, consumer electronics, industrial, automotive, government, and aerospace applications. VIAVI employees support customer success and work collaboratively to deliver innovative solutions.

• Focus on VIAVI’s Tier III Accounts District and associated customers using existing and under‑development VIAVI Fiber, Metro, and CIVT products.
• Manage a hybrid channel environment, directing reps and distribution partners.
• Work with business unit product marketing and engineering to define solutions that address customer needs and manage the acquisition process.
• Maintain key account plans for target customers and regularly communicate strategic vision to management.
• Maintain monthly forecast and key funnel metrics for assigned accounts/region.
• Work directly with Tier III customers, manufacturing reps, and channel partners to drive sales strategy within a given geography to meet revenue growth objectives.
• Provide close support to customers throughout the entire life‑cycle of products, aligning Viavi solutions with customer needs to achieve business metrics and KPIs.
• Manage interfaces between the customer and Viavi business unit support teams.

• Develop, modify, track, and execute a sales strategy/account plan.
• Face‑to‑face customer interaction.
• Customer support and training.

• Working knowledge of current PON, Ethernet, and cable technologies.
• Effective communication with executive leadership of telecommunications operators.
• Self‑starter with ability to work independently or as part of a team.
• Willingness and desire to travel 51–75%.

• Bachelor of Science in technology, engineering, business, or related discipline.
• 1–3 years of professional sales experience.

• Strong process orientation (negotiation, sales, project implementation, multi‑tasking, time management).
• Track record of success in selling leading‑edge solutions into complex accounts (hunting or farming at mid‑tier or large accounts).
• Team player with a collaborative approach to drive complex teams of client and Viavi stakeholders toward mutual goals.

Competitive salary in the range of 40,425 to 75,075, with exceptional qualifications, experience, and location potentially impacting compensation. Paid time off, health, life and disability insurance, 401(k), and a bonus program.

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