Summary:
VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, defense and railway applications. This role focuses on VIAVI's position, navigation and timing (PNT) solutions for the Aerospace & Defense as well as enterprise verticals.We are the people behind the products that help keep the world connected at home, school, work, at play and everywhere in between. VIAVI employees are passionate about supporting customer success and we welcome people who bring their best everyday to the company - to question, to collaborate and to push for solutions that will delight our customers.
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.
VIAV Solutions is an equal opportunity and affirmative action employer - minorities/females/veterans/persons with disabilities
Job Posting Pay Range:
67,900to
126,100Exceptional 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.
Skills Required
- 4+ years developing and managing OEM accounts
- 4+ years in PNT products in a technical sales role
- BS degree in physics, engineering (EE, CSE) or relevant technical field
- MBA
- Familiarity with Government prime contractor procurement process
- Ability to hold a Secret Clearance
- Experience using CRM and inputting accurate sales forecasts
- Successful past performance in sales/capture/business development
- Demonstrated ability to build relationships with technical and business managers
- Self-starter with strong interpersonal and communication skills
- Track record managing customer accounts through development and contract negotiation
- Experience with PNT component applications, timing circuit design, LEO receivers or inertial navigation
- Willingness to travel ~50%
VIAVI Solutions Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about VIAVI Solutions and has not been reviewed or approved by VIAVI Solutions.
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Leave & Time Off Breadth — Time off options are described as generous, including paid time off with flexible scheduling and work-from-home arrangements. Feedback suggests some teams implement unlimited or discretionary PTO and respect balance through flexible start times.
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Healthcare Strength — Health coverage is portrayed as comprehensive, spanning medical, dental, vision, life, disability, wellness initiatives, annual health exams, and emergency medical coverage for travel. Strong medical allowances and an employee assistance program further reinforce perceived coverage depth.
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Strong & Reliable Incentives — Incentive programs are highlighted through variable pay and bonus structures that can augment base pay. Feedback suggests twice-yearly bonuses may occur when company performance supports it.
VIAVI Solutions Insights
What We Do
VIAVI Solutions (NASDAQ: VIAV) is a global leader in both network and service enablement and optical security performance products and solutions. Our technologies contribute to the success of a wide range of customers – from the world’s largest mobile operators and governmental entities to enterprise network and application providers to contractors laying the fiber and building the towers that keep us connected
