Account Executive 3

Summary:

Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.

Duties & Responsibilities:

Account Executive (Lab and Production)

• Understand R&D Labs & manufacturing ecosystem of (module, system, hardware, software/firmware development/testing, NPI/Manufacturing etc) and test requirements during product life cycle.
• Sell into broad Govt, PSU, aerospace, defense & certification lab eco-systems for Fiberoptics, DWDM, Ethernet/IP, Quantum(photonics) testing etc
• Understand the market and sell to the market and certain customer requirements.
• Sell into customers through direct sales as well as indirect sales via Channel Partners
• Taking a casual ‘ad-hoc’ relationship to the next level of true partnership.
• Sell into an account through a development life cycle rather than a casual ‘ad-hoc’ sell.
• Build a next level of true partnership for engaging a customer at all levels and at earlier stages of their roadmap development.
• Position Viavi’s Lab and Manufacturing products as a solution for the customers
• Responsible for preparing quotations and updating Viavi’s internal sales forecasting tools.
• Ability to map the eco-system and fearless with cold calling and go getter.
• Value Based Selling Capability while offering Business Cases/ Use Cases
• Able to build trust from all Customers and Viavi internal teams for having long term business as successful ones.

Ideal Qualifications & Experience:

• Minimum 5 years of experience related to sales or/and pre-sales.
• BE / B-Tech Electronics and communications engineering-related degree required with advanced technical degree desirable.

• Understand technologies primarily in 3 areas photonics, DWDM & Ethernet/IP (switching and routing protocols)
• knowledge of IP and High-speed Ethernet technologies.
• Experience selling into Make in India/contract manufacturing, optical component testing.
• Travel within India around 50%
• Good English skills – spoken and written.
• Good team player – able to build consensus yet able to work remotely under minimal direct oversight.
• Good interpersonal skills.
• Passionate and Curious about How things works and ready to make a difference.

Pre-Requisites / Skills / Experience Requirements: