Duties & Responsibilities: - Strong technical background and working knowledge of wireless networks, including wireless network transformation with technologies and standards, such as O-RAN, AI-RAN, cloud, 6G, RAN, core and security.
- Own and drive named account relationships across hyperscale, wireless, semiconductor, private 5G, NTN (non-terrestrial networks), and NEM (network equipment manufacturer) customer segments, in partnership with Marketing, Product Line Management, and Regional Sales leadership.
- Responsible for developing and executing account-specific sales strategies across a defined territory spanning Canada, the Midwest, and Northern California, with named accounts in each of the segments above.
- Must have previous experience and demonstrated success selling into these customer types, with a detailed understanding of each segment's buying centers, technical decision-makers, and ecosystem dynamics (e.g., hyperscaler infrastructure teams, semiconductor design/validation groups, private 5G integrators, satellite/NTN operators, and NEMs).
- Bring and manage all relevant VIAVI resources to advance and close opportunities, owning all aspects of the sales cycle from prospecting through contract close.
- Manage account strategy execution end-to-end, providing continuous "voice of the customer" feedback to Product Line Management and Business Units to improve VIAVI's value proposition (e.g., product bundles, feature/performance gaps, cross-BU roadmap input).
- Gather and share competitive intelligence - competing products, systems, and positioning - with Product Line Management and Business Units to sharpen VIAVI's differentiation.
- Solid understanding of major network transformations (5G/6G, RAN evolution, virtualization, and AI) and how VIAVI's portfolio helps customers in each target segment achieve their goals.
- Track record of positioning complex, multi-product solutions (hardware and software) to technical and commercial stakeholders.
- Documented success in account growth, quota attainment, new logo acquisition, and managing a multi-segment territory or portfolio of named accounts.
Pre-Requisites / Skills / Experience Requirements: Ideal candidate would need to have the following characteristics to be successful:
- LEADERSHIP: Although this is a individual contributor role, a preferred candidate will have strong leadership traits to work in a large matrixed environment. They should have the ability to build strong account strategies, set goals, motivate others, communicate effectively, assign ownership across organizations and hold people accountable to support goals.
- BUSINESS DEVELOPMENT EXPERTISE: Hunter mindset, self-starter, driven, adaptable and operates with a sense of urgency. Proven background and success building new logos and opening new market verticals, including through prospecting, networking and using relationship skills to open new opportunities for VIAVI. Ability to introduce cutting edge and new solutions to customers.
- TEAM PLAYER: Will be required to work effectively with VIAVI sales organizations along with managing opportunities that will require coordination across several internal organizations. Must have proven experience operating with broad teams to achieve goals and execute on account / market strategies.
- SALES ANALYTICS AND OPERATIONS: Ability to work in a data driven environment, where funnel add, funnel management, funnel evolution and health are a priority. Must show history of working within an environment with a strong operational cadence and pressures of a publicly traded company.
- BUSINESS ACCUMEN: Comfortable and proficient with the business and technical impacts of wireless technologies across verticals and customers served. Can clearly demonstrate the ability to sell past technical requirements and into the economic drivers that help delivery positive business outcomes.
- SOLUTION SALES EXPERTISE: Proficient across multiple technology domains and / or ability to understand and position complex solutions to help customers solve critical business and technical problems.
- EXECUTIVE PRESENCE: Comfortable in executive level selling as well as engaging at executive levels within VIAVI. Ability to work effectively in multi-disciplined customer environments, including identification and negotiation with executive buyers.
- SALES EXPERTISE: The ideal candidate will have had a well-established history of meeting and exceeding yearly sales objectives along with the proven ability to quantify and measure the value of their solution against KPIs and ROI, ability to quickly determine customer's decision criteria to evaluate a solution, identify and negotiate with the economic buyer, understand the decision making process, the business pain your solution addresses, including the cost of doing nothing, assess the competitive landscape and determine the champion who will advocate for your solution.
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
Job Posting Pay Range:103,950
to
193,050
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.
