Summary:

Duties & Responsibilities:

VIAVI (NASDAQ: VIAV) has a 90+ year history of technical innovations that have evolved to keep pace and address our customer’s most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses and data centers. And, we are also at the forefront of optical security – we bend light to develop and deliver optical solutions that provide security to the world’s currencies and safety and performance applications for consumer electronics and spectrometry.

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 fierce 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.

The Western US Regional Account Executive is responsible for the development and growth of SNT sales to meet strategic business initiatives. This will be achieved by building a world-class sales channel organization that delivers revenue in the current period and builds a strong pipeline with current and new customers to fuel predictable growth over time.

The Western Region Account Executive manages a successful sales channel by optimizing the sale of SNT products in the region, providing leadership in a complex changing market, and maintaining customer relationships. The Account Executive is expected to use a network of influential relationships across the region to develop the opportunities for Viavi’s business, leveraging their business acumen to significantly increase the penetration of the PCIe Ecosystem in this region’s market.

Duties and Responsibilities:

• Develop and execute business development plans and strategies for target PCIe Accounts.


• Engage early with Target Customers’ R&D, HW Development Teams to introduce Viavi’s product portfolio and key differentiators.


• Work with customer to understand existing and future Testing requirements as well as Global Lab locations.


• Ability to coordinate and align with Viavi’s Global Sales Teams in other Regions


• Lead the development and implementation of a sales strategy that integrates strategies and plans of existing business and defines key areas for growth.


• Assure that channel-partners/Mfg Representatives develop and optimize their focus to support SNT’s strategic business objectives and that factory assistance is provided to assure they have our complete support in doing so.


• Responsible for developing relationships with Viavi SNT customers in the territory and growing revenue at these accounts. The territory includes Eastern US.


• Responsible for selecting and managing Viavi SNT channel partners in Eastern US.


• Provide regular status on each channel partner’s performance to plan along with updated revisions to sales and marketing strategies, territorial expansion, and other actions required in order to achieve and exceed projected targets.


• Achieve revenue targets (through accurate forecasting of bookings and orders) while maintaining quality standards, controlling expenses and working capital (inventory and demo).


• Train and educate local sales people on the company products and provide the necessary objection handling and selling strategy assistance specific to an industry, market, or account.


• Provide input to Product Marketing, Engineering and Operations teams to help direct the development of new products that reflect market trends and customer needs.

Pre-Requisites / Skills / Experience Requirements:

Qualifications:

• PCIe Ecosystem expert with Test and Measurement experience.


• Minimum of 5 years of experience related to sales development and channel management with a history of success in within PCIe Ecosystem.


• BSEE, BSCS and/or engineering-related degree desired but experience can substitute


• PCIe and Storage Industry Background Needed


• Demonstrated ability to manage and lead in a diverse and complex business environment.


• Leadership skills to establish and effectively maintain relationships with customers and industry partners; ability to develop and implement joint strategies and build synergistic win-win relationships.


• Must have protocol knowledge with the ability to learn new protocols, specific: PCIe, fibre channel, SAS, and Ethernet.


• Ability to help channel partners develop technical and product knowledge.


• Skills and willingness to proactively develop the organization to meet future requirements.


• Excellent strategic judgment.


• Strong communication skills in speech, writing, and presentations.


• Sufficient knowledge of finance and accounting to understand the consequences of decisions and effectively manage the business.


• Solid understanding of the storage networking industry and underlying technologies

During the rapidly changing Covid situation, VIAVI continues to monitor the situation to keep our employees safe.  We continue to adhere to CDC guidelines, strong safety protocols for sites performing essential duties, limiting travel to essential travel etc.  We rely on strong benefits programs to provide our employees with support for both their medical and emotional wellness during this difficult time.

The VIAVI leadership team strongly encourages all employees, current and new, to get fully vaccinated and boostered.

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.

Salary: $137,500.00