Duties & Responsibilities: Viavi is currently seeking a Senior Strategic Account Manager in San Jose, California, to drive new business and expand market share in the Strategic Cisco Account. Your proven experience in relationship management and a track record of success in developing territories and business will make this the perfect job opportunity for you!
- Develop and maintain strategic working relationships with different Business units in Cisco.
- Established network with key Cisco executives and ability to leverage on this network for strategic deals.
- Understand the Cisco Business Units and their product lines and their target customers is required.
- Understand the decision making and budgeting process of Cisco. This should translate into maintaining the right stage of deals in the Salesforce system with high accuracy on the close dates.
- Responsible for revenue generation/quota attainment, strategic account & territory management and sales opportunity management.
- Coordinate Sales Engineering efforts needed to support evaluations and pre-sales activities.
- Ability to drive a technical sales meeting with a good understanding of the Cisco Business Unit Requirements and their products.
- Technical Knowledge to drive customer requirements within Viavi and conveying accounts strategic direction to Product Marketing team.
- Manage sales opportunities from qualification to close, including preparation of quotations, presentations and negotiation.
- Coordinate and facilitate post-sales support and customer training.
- Understanding of IP and Ethernet technologies, AI, SP, Hyperscalers, Data Center Ethernet, Cloud Services & Network Security/App Device Technologies.
- Self-motivated and willing to accept challenges in a high visibility role.
- Strong problem-solving skills and developing innovative solutions and strategies using Viavi products.
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
Pre-Requisites / Skills / Experience Requirements: Qualifications:- 8 years+ Experience in Telecommunications / Data Network Test and Measurement Industry.
- Experience with companies like Keysight selling similar solutions to companies like Cisco will be an added advantage.
- Good knowledge on the competitive landscape and understanding their solutions
- Thorough understanding of the latest in High Speed Ethernet Technologies / Cloud and Virtual Solutions/AI/Data Center Switching Technologies.
- A good exposure to testing requirements by Service Providers and Enterprise test scenarios that Cisco products will be tested on
- Ability to map the Viavi products and solutions across the different business units within Cisco
- Ability to customize Viavi solution messaging and sales activity to address the different teams in Cisco.
- A thorough understanding of Viavi Test Center/Avalanche/CyberFlood product lines and with hands on knowledge.
- Good knowledge on the Calnex Timing and Synchronization Tools. Should be able to architect and sell turn key solutions comprising of products from both Calnex and Viavi.
- Good knowledge of Viavi Automation and Script migration from other tools to Viavi on NEM environments
- Good Track record of working with Cisco globally distributed across regions
- Successful track record of exceeding annual sales quota.
- Strong verbal and written communication skills.
- Technical knowledge to work close with the Viavi product management team to align roadmaps with Cisco requirements.
Job Posting Pay Range:117,600
to
218,400
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.
