Sales Account Executive (Hyperscale/Multi-Tenant Data Center) (Sales)

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.

Job Summary:
Key Account Sales focused on VIAVI's Hyperscale and Multi-Tenant Data Center (MTDC) customers using existing and under-development VIAVI fiber, inspection, and ethernet products. Remote work supported with travel requirements up to 50%. Preferred home office locations include near a major airport in the Western-to-Central US.

Duties & Responsibilities:

Job Description:

• Manage a hybrid channel environment where direction is given to Rep and Distribution partners.
• Work with business unit product marketing and engineering resources to define solutions that solve customer needs and manage customer process for acquisition.
• Provide continuous "voice of the customer" feedback to the BUs, CTO and Business Management Organizations on how to improve our fiber and ethernet value proposition (e.g. product bundles, product performance, cross BU roadmaps, etc.).
• Gather and provide intelligence on competing products/systems and competitors' fiber and ethernet value proposition to business units and the CTO organization.
• Maintain monthly forecast and key funnel metrics associated with assigned accounts/region.
• Maintain key account plans for target customers and regularly communicate strategic vision to management.
• Manage all aspects of fiber and ethernet strategy execution at the customer.
• Develop and support the customer relationship to ensure that Viavi products are firmly embedded in the customers SOPs, MOPs, Network Advisories, roadmaps, etc.

Pre-Requisites / Skills / Experience Requirements:

Minimum Qualifications:

• Bachelor's Degree in marketing, sales, or business with 3-5 years of sales experience in a related industry. Ability to speak effectively at a technical, executive, purchasing and E-Staff level sales presentation.
• Documented success in new business development, new logos, partnerships and revenue.
• History of work in a team and matrixed environment.
• Experience in customer management and putting together commercial value propositions.
• History of collaboration with internal teams to align on a portfolio of approved solutions which meet customer requirements.
• History of technical presentations and demonstrations to communicate the value proposition of solutions to technical and non-technical audiences.
• Hunter mindset, self starter, comfortable in an unstructured environment, driven personality, flexible and adaptable to work with a broad range of customers and internal sales people.

Preferred Qualifications:

• Bachelor's Degree in engineering with 3-5 years of sales experience in network test and measurement, data center design, or fiber optics. Strong understanding of relevant technologies underpinning modern data center networks for both inside plant and outside plant architectures. Experience in hyperscale data center operators, system integrators and their ecosystem partners.
• Track record of positioning complex solutions to customers that include several different lines of products (both hardware and software) to help solve business problems.
• Experience in fiber and ethernet testing for inside and outside plant data center networks.
• Technical sales background as a trusted advisor understanding customer needs, translating them into technical solutions, and guiding customers through technical decision-making processes.

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:

90,475

to

168,025 Salary Minimum: 129250Salary Maximum: 129250