Account Executive (Assured PNT)

Duties & Responsibilities

• Work closely with Regional Sales Management as well as the Product line Management team.
• Identify and manage emerging accounts, maintain customer records and CRM database.
• Establish new business with the goal of exceeding an annual quota assignment.
• Market emphasis for this role is Government/Aerospace, and industrial segments – with a specific product focus on PNT related solutions.
• Possess strong technical competency in PNT solutions 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.
• Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved.
• 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; understands market conditions/trends, competitor products and any industry trends.

Pre-Requisites / Skills / Experience Requirements

• Ideal candidate capabilities/experiences: Assured PNT – position, navigation and timing with Inertial Navigation being of primary importance, most preferred. Inertial Measurement Units, Inertial measure systems, MEMs or other inertial sensors, combined systems with inertial navigation, assured timing and assured position qualities.
• Business development experience and history with OEM’s and Military, verifiable. (particular experience with selling to, designing in at UAV/Drone manufacturers, missile manufacturers, radar manufacturers, aircraft manufacturers, etc.).
• Ability to manage large, complex, sometimes long term, design-in and development programs – some program management experience.
• Ability to mentor younger, less experienced members of a PNT team.
• Background Requirements: 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 is a plus.
• Familiarity with the Government prime contractor procurement process.
• Experience in applications of various PNT related components and modules, or timing circuit design highly desirable.
• Successful past performance in sales/capture/business development in commercial sectors (e.g., developing customer relationships, developing a qualified pipeline, and building industry relationships).
• Ability to hold a Secret Clearance.
• 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%

Job Posting Pay Range

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities. VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.