Duties & Responsibilities: We're seeking an Account Executive to directly support the Mountain West Region (MT/ID/WY/NV/UT/CO/AZ/NM) who has demonstrated success in selling performance management solutions to network teams in large enterprises. You'll be selling the Observer platform, which Gartner Group placed in their Magic Quadrant for the last four years in a row! Your assignment will include existing accounts and a territory. Comp plan is very achievable, with significant quarterly accelerators.
Responsibilities:- Present a thorough territory plan within first 90 days
- Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts
- Close both net new accounts and existing accounts
- Identify and close quick, small wins while managing longer, complex sales cycles
- Keep Salesforce opportunities updated including close date, next steps, and forecast stage
- With SE, position and conduct proofs of concept that address customers business drivers
- Understand customers' procurement process in detail
- Prioritize opportunities and apply appropriate resources
- Understand strengths/weaknesses of the competition
Success Indicators:- Strategic Selling - demonstrated ability to grow existing and new accounts.
- Success in selling performance management systems (OPNET, Riverbed, NetScout, Fluke Networks)
- Effective communicator
- Proven successful track record of exceeding sales quotas - Success closing net new accounts while working existing accounts
- Agile; readily adapts to rapidly changing market drivers and solution
Pre-Requisites / Skills / Experience Requirements: Required Qualifications:- 4-year degree or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance
- 5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance
- Valid driver's license and access to a vehicle for frequent travel
Preferred Qualifications:- Understanding of network industry & trends
- Experience in selling direct and through channels
- Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger.
- Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates
- Familiar with OSI model During the rapidly changing
Job Posting Pay Range:91,000
to
169,000
Exceptional qualifications, experience and location may impact salary. VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.
