Solution Sales Executive

Duties & Responsibilities

• Develop and execute business development plans and strategies for new projects and contacts, at various levels to increase sales of VIAVI Solutions products and / or solutions.
• Meet with VP, Directors, Managers, Engineers and other key stakeholders and understand and present solutions for problems at each of the levels.
• Develop both net new and existing contacts.
• Identify and close quick, small wins while managing longer, complex sales cycles.
• Keep CRM data updated, including close date, next steps, and forecast stage.
• Position and conduct proofs of concept that address customers' business drivers.
• Achieve revenue targets through accurate forecasting of bookings.
• Understand customers’ procurement process in detail.
• Prioritize opportunities and apply appropriate resources.
• Understand strengths/weaknesses of the competition.
• Prepare reports and use of appropriate mode of communication for Quarterly Business Reviews.

Requirements

• Required Qualifications: Bachelor of Science in Technical or Engineering fields, 8+ years of technical sales experience, preferably in the service assurance market.
• Preferred Qualifications: Track record of success in selling leading edge solutions into complex accounts (hunting or farming at either mid-tier or large accounts), understanding of system sales solutions, including system architectures, understanding of telecom technologies such as Fiber Optics and Ethernet, experience in selling maintenance and support contracts, trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger Sales, familiarity with OSI model.

Qualifications

• Passion for supporting customer success.
• Willingness and desire to travel 51-75%.

Benefits

• Paid time off.
• Health, life, and disability insurance.
• 401(k).
• Bonus program.