Account Executive (West Region)

Duties & Responsibilities

• Work closely with Regional Sales Management as well as the Product Line Management team
• Maintain customer records and CRM database
• Establish new business with the goal of exceeding an annual quota assignment
• Possess strong technical competency in PNT solutions to understand customer design challenges and develop VIAVI solutions
• Utilize CRM to input accurate sales forecasts and track progression of sales funnel
• Manage the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved

Job Responsibilities

• Personally prospect to identify and qualify potential customers
• Develop leads through referral channels
• Cultivate new key accounts and close business
• Manage relationships with key technical authorities
• Be the voice of the customer within 'VIAVI'
• Manage the pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved

Pre-Requisites / Skills / Experience Requirements

• 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 a plus, Familiarity with the Government prime contractor procurement process, Ability to hold a Secret Clearance
• Familiarity with the Government prime contractor procurement process
• Experience in applications of various PNT related components and modules, timing circuit design, LEO signal receivers or inertial navigation, 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)
• Strong technical comprehension of RF/MW technologies and VIAVI's unique selling proposition; understand market conditions/trends, competitor products and any industry dynamics
• 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