Summary:
This role focuses on VIAVI's position, navigation and timing (PNT) solutions for the Aerospace & Defense as well as enterprise verticals.
Duties & Responsibilities:
The Western Region PNT Account Executive is responsible for identification, development and growth of our extensive portfolio of PNT products for assigned accounts and new logo accounts in the Western United States, reporting to our regional sales manager. VIAVI's PNT component capabilities bring value in Government/Aerospace, LEO Earth Terminal, automotive, industrial, medical and consumer electronics applications.
Job Responsibilities (include but are not limited to):
The Account Executive will work closely with Regional Sales Management as well as the Product Line Management team and be responsible for identifying and managing emerging accounts, maintaining customer records and CRM database and establishing new business with the goal of exceeding an annual quota assignment.
Market emphasis for this role is Government/Aerospace and industrial segments - with specific focus on PNT related solutions.
Personally prospect to identify and qualify potential customers, develop leads through referral channels, cultivate new key accounts and close business.
Establish relationships with key technical authorities and be the voice of the customer within 'VIAVI.
Manage the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design in cycle.
Possess strong technical competency in PNT solutions in order to understand customer design challenges and in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer's application.
Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
Strong technical comprehension of RF/MW technologies and VIAVI's unique selling proposition; understand market conditions/trends, competitor products and any industry dynamics.
Pre-Requisites / Skills / Experience Requirements:
Background Requirements:
4+ years experience in developing and managing OEM accounts
4+ years experience in PNT products in a technical sales role
BS degree in physics, engineering (EE, CSE) or other relevant technical field, MBA a plus
Familiarity with the Government prime contractor procurement process
Ability to hold a Secret Clearance
Experience in applications of various PNT related components and modules, timing circuit design, LEO signal receivers or inertial navigation, highly desirable.
Successful past performance in sales/capture/business development in commercial sectors (e.g. developing customer relationships, developing a qualified pipeline, and building industry relationships)
Demonstrated ability to build relationships with high level technical and business managers at key customers.
Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.
Travel 50%
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
Job Posting Pay Range:
67,900
to
126,100
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.
