Solution Sales Executive

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.

Duties & Responsibilities:

Solutions Sales Executive for Service Assurance

Solutions Sales Executive who has demonstrated success in selling Service Assurance Systems to Large and Medium-sized Telecom/Mobile Network Operators. Your assignment will include selling into accounts with installed base/legacy solutions as well as breaking into new accounts or use cases.

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 CRM data 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

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*

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 applications/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

Willingness and desire to travel 51-75%

Pre-Requisites / Skills / Experience Requirements:

Required Qualifications:

Bachelor of Science in Technical or Engineering fields

8+ years of technical sales experience, preferably in the service assurance market

Preferred Qualifications:

Track record of success in selling leading edge solutions into complex accounts (hunting or farming at either mid-tier or large accounts) is desired

Understanding of system sales solutions, including system architectures

Understanding of telecom technologies such as Fiber Optics and Ethernet

Experience in selling maintenance and support contracts

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.

Job Posting Pay Range: 91,000 to 169,000

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.