Summary:
VIAVI Solutions is recruiting for a talented and high-energy Account Executive to join its EMEA Lab & Production sales team. We seek people who enjoy helping our customers to achieve their most ambitious business goals. Equipped with strong “Can-do” attitude, you will be building lasting customer relationships, aiming for mutually beneficial strategic business partnerships. You will be representing selected parts of the VIAVI Lab & Production solutions, including our High-Speed Ethernet (HSE) portfolio with access to a wide customer base in region. The GTM strategy applied includes both direct account management and in-direct selling via our local sales channel partners. Target customers include the world’s leading manufacturers and technology solutions providers in Telco & Data Center networking, Optical Components, and Cyber Security domains. Additional target vertical markets include Universities, Enterprise and Defense segments. VIAVI provides industry leading innovative solutions that designers and production engineers can rely on when testing their designs for the highest quality and performance.
With the experience you have gained in selling Test & Measurement solutions, you can successfully command the entire sales process from prospecting to closing. Disciplined reporting and forecasting of your sales success belongs to your normal weekly routines.
Based in France, you will report to the Director of Sales EMEA Labs & Production, working in close cooperation with cross-regional Sales team members, Channel Partners, Marketing, and Product Line management.
Duties & Responsibilities:
- Develop and execute sales plans and strategies for target region – France.
- Engaging early with the target accounts’ R&D, HW/SW Development teams to introduce VIAVI’s product portfolio and key value & differentiators.
- Qualify customer requests and determine the proper products and solutions to offer. Understanding customers’ pain points and challenges by adopting a tone that allows their challenges to be discussed openly.
- Supporting our channel partners as a trusted advisor and solution selling expert in region.
- Using metrics for active funnel management to drive appropriate focus on prospecting, sales opportunity development, and sales bookings growth.
- Participating in sales forecast meetings, as well as preparing and maintaining forecast data in CRM.
- Building, communicating and maintaining regional sales plan, proactively managing recovery actions when deviations occur.
- Building alignment among key customers, industry stakeholders, networking up to C-level.
- Being the voice of the customer for VIAVI Solutions’ Global product line teams to drive continuous solutions evolution and alignment with local market needs.
- Taking full ownership of driving sales bookings and achieving set sales objectives.
Pre-Requisites / Skills / Experience Requirements:
Bachelor’s or University degree, e.g., in the field of Optics, Electronics Engineering, Telecommunications/ Communications Engineering or a combination of education and equivalent experience.
Minimum of 5 years of experience in direct account selling and management. Experience in working with sales channels will be considered beneficial. Demonstrated success in achieving and overcoming set goals regularly.
Good listening skills and ability to move customer mindset from their challenges in understanding the value we can offer them.
Knowledge of the region technology market, customer verticals, and T&M industry trends. Following evolutions actively.
Technical working experience and/or understanding of the IP /Optical high-speed networking fundamentals, underlying technologies, and market drivers.
Demonstrated leadership skills to establish and effectively maintain relationships with customers and sales channels; ability to develop and implement joint strategies and build synergistic win-win relationships.
Ability & willingness to lead internal X-functional global win-teams in a diverse and complex business environment.
Being outgoing with good social skills, self-starting, proactive, creative and having attention to detail.
Strong communication skills in speech, writing, and presentations.
Willingness to travel within the region, up to 50% of the time.
Fluent French and English language skills.
Preferred qualification:
Protocol test solutions market knowledge in all/one of: Optics, Optical Transport, L2-L3 Ethernet/IP transport, L4+ application layers.
Cyber Security testing solutions and services domain expertise.
Understanding of modern data center and AI factory architecture, core concepts & technologies.
Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger Sales.
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
About VIAVI Solutions:
VIAVI Solutions (NASDAQ: VIAV) has been pioneering solutions to enhance communication technologies for 100 years. We help our customers around the world optimize and maintain many of the world’s largest and most complex networks. Behind all the data that moves around the globe, are VIAVI employees who see the big picture and who can untangle the complexities of global networks.
Visit our website for more information on Lab & Production solutions portfolio:
https://www.viavisolutions.com/en-us/products/high-speed-networks
https://www.viavisolutions.com/en-us/products/ethernet-test
https://www.viavisolutions.com/en-us/products/optical-manufacturing-test
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