Duties & Responsibilities: Solutions Sales Executive for Service AssuranceSolutions Sales Executive who has demonstrated success in selling Service Assurance Systems to Large and Medium-sized Telecom/Mobile Network Operators. Your assignment will include selling into accounts with installed base/legacy solutions as well as breaking into new accounts or use cases.
Responsibilities:
- Develop and execute business development plans and strategies for new projects and contacts, at various levels to increase sales of VIAVI Solutions products and / or solutions.
- Meet with VP, Directors, Managers, Engineers and other key stakeholders and understand and present solutions for problems at each of the levels.
- Develop both net new and existing contacts.
- Identify and close quick, small wins while managing longer, complex sales cycles
- Keep CRM data updated, including close date, next steps, and forecast stage
- Working with other team members, position and conduct proofs of concept that address customers business driver
- Achieve revenue targets through accurate forecasting of bookings
- Understand customers' procurement process in detail
- Prioritize opportunities and apply appropriate resources
- Understand strengths/weaknesses of the competition
- Ability to prepare reports and use of appropriate mode of communication for Quarterly Business Reviews*
Success Indicators:
- Strategic Selling - demonstrated ability to grow existing and new accounts.
- Strong persuasive interpersonal skills with the ability to effectively communicate with internal and external stakeholders
- Proven successful track record of exceeding sales quotas
- Success closing net new applications/accounts while working existing accounts
- Agile; readily adapts to rapidly changing market drivers and solution
- Ability to build strong client relationships
- Work effectively with internal teams on behalf of the clients to ensure highest level of customer service
- Work collaboratively with sales and marketing teams and fosters a culture of continuous process improvement
- Willingness and desire to travel 51-75%
Pre-Requisites / Skills / Experience Requirements: Required Qualifications:
- Bachelor of Science in Technical or Engineering fields
- 8+ years of technical sales experience, preferably in the service assurance market
Preferred Qualifications:
- Track record of success in selling leading edge solutions into complex accounts (hunting or farming at either mid-tier or large accounts) is desired
- Understanding of system sales solutions, including system architectures
- Understanding of telecom technologies such as Fiber Optics and Ethernet
- Experience in selling maintenance and support contracts
- Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger Sales.
- Familiar with OSI model
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
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.
