Sales Account Executive (Wireless) (Sales)

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.

Job Summary:
• Wireless Lab Account Executive –Based in the Canada or the United States, selling Wireless Lab- 5G, Security, Core Test/Emulation and Field Instrumentation to existing and new accounts within the assign territory. This individual will call on customers all over the Mid-West and Canada.
• Wireless Lab Account Executive who has demonstrated success in selling Lab tools such as 5G RAN test, Core test, Security test as well Field Instrumentation solutions to large and small customers. Your assignment will include selling to establish accounts as well as building up new accounts within a given territory. Comp plan is achievable, with significant accelerators.

Duties & Responsibilities:

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 MSD opportunities 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 and orders) while maintaining quality standards, controlling expenses, and working capital (inventory and demo).
• 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* (suggestion)

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 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
• Drive the successful implementation and adoption of sale automation platforms (Velocity)

Pre-Requisites / Skills / Experience Requirements:

Required Qualifications:

• 4-year degree or 7+ years of sales experience in Wireless (5G) and/or Security Test technologies welcomed
• 5+ years of field sales experience
• Valid driver's license and access to a vehicle for frequent travel

Preferred Qualifications:

• Understanding of wireless network, security and IP industry & trends
• Experience in Wireless Communication sales
• 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.

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Job Posting Pay Range:

90,475

to

168,025