Summary:
Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
Duties & Responsibilities:
Account Executive (Lab and Production)
- Understand R&D Labs & manufacturing ecosystem of (module, system, hardware, software/firmware development/testing, NPI/Manufacturing etc) and test requirements during product life cycle.
- Sell into broad Govt, PSU, aerospace, defense & certification lab eco-systems for Fiberoptics, DWDM, Ethernet/IP, Quantum(photonics) testing etc
- Understand the market and sell to the market and certain customer requirements.
- Sell into customers through direct sales as well as indirect sales via Channel Partners
- Taking a casual ‘ad-hoc’ relationship to the next level of true partnership.
- Sell into an account through a development life cycle rather than a casual ‘ad-hoc’ sell.
- Build a next level of true partnership for engaging a customer at all levels and at earlier stages of their roadmap development.
- Position Viavi’s Lab and Manufacturing products as a solution for the customers
- Responsible for preparing quotations and updating Viavi’s internal sales forecasting tools.
- Ability to map the eco-system and fearless with cold calling and go getter.
- Value Based Selling Capability while offering Business Cases/ Use Cases
- Able to build trust from all Customers and Viavi internal teams for having long term business as successful ones.
Ideal Qualifications & Experience:
- Minimum 5 years of experience related to sales or/and pre-sales.
- BE / B-Tech Electronics and communications engineering-related degree required with advanced technical degree desirable.
- Understand technologies primarily in 3 areas photonics, DWDM & Ethernet/IP (switching and routing protocols)
- knowledge of IP and High-speed Ethernet technologies.
- Experience selling into Make in India/contract manufacturing, optical component testing.
- Travel within India around 50%
- Good English skills – spoken and written.
- Good team player – able to build consensus yet able to work remotely under minimal direct oversight.
- Good interpersonal skills.
- Passionate and Curious about How things works and ready to make a difference.
Pre-Requisites / Skills / Experience Requirements:
Top Skills
What We Do
VIAVI Solutions (NASDAQ: VIAV) is a global leader in both network and service enablement and optical security performance products and solutions. Our technologies contribute to the success of a wide range of customers – from the world’s largest mobile operators and governmental entities to enterprise network and application providers to contractors laying the fiber and building the towers that keep us connected
