ICP Account Executive (Biotech)
Summary:
VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications.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 every day to the company – to question, to collaborate and to push for solutions that will delight our customers.
Position Details
ICP Account Executive will be responsible for Viavi's Network Enablement (NE) Product sales to Leading ICP Accounts in North America, with strong weighting of accounts on the West Coast. Candidate will be responsible for managing all aspects of the sales process and the Sales Support Team, selling within Labs and Data Centers. Technology focus will be Protocol Testing (Ethernet, Fiber Channel, OTN, PCIe) and Field Testers into companies such as Google, Amazon, Microsoft, Facebook, and Apple.
Duties & Responsibilities:
Job Responsibilities:
- Develop and execute sales plan and strategies to meet and exceed account sales objectives
- Meet / exceed quarterly and annual revenue objectives for Manufacturing Accounts
- Establish applicable BU Marketing and Engineering contacts necessary to align Viavi's existing portfolio with Key Territory Account's Datacom and Telecom products
- Establish executive customer relationships and position Viavi senior leadership team with the appropriate executives to develop and meet NE goals
- Effectively communicate Key Territory Account's product opportunities and pre sale / post sale support requirements to appropriate Viavi Business Units and senior management leadership team
- Proactively work with various Business Units to set up appropriate customer meetings to achieve requirements, alignment and sales revenue objectives across all NE Products
- Drive alignment of customer needs with Viavi product development roadmap(s)
- Active Daily Management including updated forecasting, territory plans, quarterly business reviews required.
- Manage and drive Manufacturers Representatives
Pre-Requisites / Skills / Experience Requirements:
Critical Knowledge, Skills and Abilities:
- Effective sales process in a high technology environment
- A Wining Attitude and high degree of motivation and desire to succeed
- Track record of significant and continuous achievements in closing business deals
- Proven ability to overcome customer-selling objectives
- Able to close deals in complex procurement / technical evaluation process
- Proven ability to network and establish executive relationships
- Ability to work independently under self-imposed schedules
- Excellent presentation, time management and prioritization skills
- Sales plan development and implementation
- Ability to solve complex problems and make decisions
- Superior interpersonal skills with the capacity to build rapport with customers/clients
- Able to mentor and coach sales team
- Excellent negotiation skills
- Superior verbal and written communication skills
- Understand large account selling business module
Experience Desired:
- Familiarity and proven track record of selling in Telecom Test and Measurement Markets and/or Data Centers
- Familiarity of NEM/ICP Accounts and products.
- Product Knowledge / Product Range: Parametric Test (IL, PDL, SWS, Optical Switching), Optical Time Domain Reflectometry (OTDR), Optical Spectrum Analysis (OSA) Ethernet, OTN, PCIe, SAS
- 8-10 years sales experience in high technology field, direct account sales.
- 5+ years proven record managing large account teams
- Prefer BS Engineering.
Education:
- Bachelor's degree or equivalent combination of experience and education.
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.
Job Posting Pay Range:
90,475to
168,025Exceptional 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.
