Account Executive (Mountain West Region) - Network Performance

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:

We’re seeking an Account Executive to directly support the Mountain West Region (MT/ID/WY/NV/UT/CO/AZ/NM) who has demonstrated success in selling performance management solutions to network teams in large enterprises. You’ll be selling the Observer platform, which Gartner Group placed in their Magic Quadrant for the last four years in a row! Your assignment will include existing accounts and a territory. Comp plan is very achievable, with significant quarterly accelerators.

Responsibilities:

Present a thorough territory plan within first 90 days

Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts

Close both net new accounts and existing accounts

Identify and close quick, small wins while managing longer, complex sales cycles

Keep Salesforce opportunities updated including close date, next steps, and forecast stage

With SE, position and conduct proofs of concept that address customers business drivers

Understand customers’ procurement process in detail

Prioritize opportunities and apply appropriate resources

Understand strengths/weaknesses of the competition

Success Indicators:

Strategic Selling – demonstrated ability to grow existing and new accounts.

Success in selling performance management systems (OPNET, Riverbed, NetScout, Fluke Networks)

Effective communicator

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

Pre-Requisites / Skills / Experience Requirements:

Required Qualifications:

4-year degree or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance

5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance

Valid driver’s license and access to a vehicle for frequent travel

Preferred Qualifications:

Understanding of network industry & trends

Experience in selling direct and through channels

Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger.

Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates

Familiar with OSI model During the rapidly changing

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.