[Remote] Account Executive (West Region)

Note: The job is a remote job and is open to candidates in USA. VIAVI Solutions is a global provider of network test, monitoring and assurance solutions for various sectors including telecommunications and aerospace. The role of Account Executive focuses on developing and growing the portfolio of Position, Navigation and Timing (PNT) products for assigned accounts in the Western United States, emphasizing government and industrial markets.

Responsibilities

• The Western Region PNT Account Executive is responsible for identification, development and growth of our extensive portfolio of PNT products for assigned accounts and new logo accounts in the Western United States, reporting to our regional sales manager
• The Account Executive will work closely with Regional Sales Management as well as the Product Line Management team and be responsible for identifying and managing emerging accounts, maintaining customer records and CRM database and establishing new business with the goal of exceeding an annual quota assignment
• Market emphasis for this role is Government/Aerospace and industrial segments - with specific focus on PNT related solutions
• Personally prospect to identify and qualify potential customers, develop leads through referral channels, cultivate new key accounts and close business
• Establish relationships with key technical authorities and be the voice of the customer within 'VIAVI
• Manage the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design in cycle
• Possess strong technical competency in PNT solutions in order to understand customer design challenges and in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer's application
• Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win
• Strong technical comprehension of RF/MW technologies and VIAVI's unique selling proposition; understand market conditions/trends, competitor products and any industry dynamics

Skills

• 4+ years experience in developing and managing OEM accounts
• 4+ years experience in PNT products in a technical sales role
• BS degree in physics, engineering (EE, CSE) or other relevant technical field, MBA a plus
• Familiarity with the Government prime contractor procurement process
• Ability to hold a Secret Clearance
• Successful past performance in sales/capture/business development in commercial sectors (e.g. developing customer relationships, developing a qualified pipeline, and building industry relationships)
• Demonstrated ability to build relationships with high level technical and business managers at key customers
• Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization
• Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders
• Travel 50%
• Experience in applications of various PNT related components and modules, timing circuit design, LEO signal receivers or inertial navigation, highly desirable

Benefits

• Paid time off
• Health insurance
• Life insurance
• Disability insurance
• 401(k)
• Bonus program

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