Strategic Business Developer

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.

VIAVI is hiring a Senior Technical Business Development Manager, Avionics Test, Americas, to grow sales of our Avionics, Fuel, GPS, and Identification Friend or Foe (IFF) Test solutions to military and commercial aerospace customers, with a primary focus on the US. Customers include military services and their program offices, depots, equipment OEMs, airframe OEMs, airlines, and repair stations. This technical, customer-facing role reports to the Avionics Test Product Line Director and leads our Americas business development team.

The position is based in Lenexa, Kansas, with relocation assistance available. Remote work may be considered for exceptional candidates.

• Lead, coach, and develop the Americas business development team.
• Develop Americas strategy for Avionics Test by analyzing market data, identifying new 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 close relationships with key customers, be the primary point of contact via email/phone, and represent VIAVI at technical meetings and trade shows.
• Demonstrate VIAVI test equipment with customers on site, and provide training and pre- and post-sales technical support.
• Influence VIAVI product requirements by providing customer needs and market feedback to product management and engineering.
• Support Avionics Test product line management projects and technical activities as assigned.

• Qualifications:
  
  8 or more years of hands-on avionics experience, military or commercial, such as aircraft maintenance, avionics test, or engineering.
• Experience working with military customers in a technical or business development role.
• 5 or more 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.
• Travel approximately 50%, mainly in the US and Canada, with infrequent trips elsewhere in the Americas.
• Bachelor’s degree in engineering or a related technical field is desired, or an equivalent combination of education and experience.
• Experience with IFF and aircraft fuel systems is preferred, as is familiarity with commercial airlines and repair stations.
• The position is relocation assistance eligible
• This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR).
• All applicants must be U.S. Persons within the meaning of ITAR.
• ITAR defines a U.S. Person as a U.S. Citizen or National, U.S. Lawful Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, Refugee, or Temporary Resident granted amnesty.

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

VIAVI empowers Service Providers and IT organizations to manage the network lifecycle for complex 5G and Fiber networks with intuitive instruments, systems and technologies; and our expertise in light management and optical coatings help protect the world's bank notes from counterfeiters, enhance the colors you see, and enable advanced technology such as 3D sensing. We are a team of thought leaders who have the freedom to support and innovate and look for new effective and efficient solutions for our customers.