Sr Account Manager

Duties & Responsibilities

Viavi is currently seeking a Senior Strategic Account Manager in San Jose, California, to drive new business and expand market share in the Strategic Cisco Account. Your proven experience in relationship management and a track record of success in developing territories and business will make this the perfect job opportunity for you!

• Develop and maintain strategic working relationships with different Business units in Cisco.
• Established network with key Cisco executives and ability to leverage on this network for strategic deals.
• Understand the Cisco Business Units and their product lines and their target customers is required.
• Understand the decision making and budgeting process of Cisco. This should translate into maintaining the right stage of deals in the Salesforce system with high accuracy on the close dates.
• Responsible for revenue generation/quota attainment, strategic account & territory management and sales opportunity management.
• Cook Sales Engineering efforts needed to support evaluations and pre-sales activities.
• Ability to drive a technical sales meeting with a good understanding of the Cisco Business Unit Requirements and their products.
• Technical Knowledge to drive customer requirements within Viavi and conveying accounts strategic direction to Product Marketing team.
• Manage sales opportunities from qualification to close, including preparation of quotations, presentations and negotiation.
• Cook and facilitate post-sales support and customer training.

Pre-Requisites / Skills / Experience Requirements

• Qualifications:
• 8 years+ Experience in Telecommunications / Data Network Test and Measurement Industry.
• Experience with companies like Keysight selling similar solutions to companies like Cisco will be an added advantage.
• Good knowledge on the competitive landscape and understanding their solutions.
• Thorough understanding of the latest in High Speed Ethernet Technologies / Cloud and Virtual Solutions/AI/Data Center Switching Technologies.
• Adequate exposure to testing requirements by Service Providers and Enterprise test scenarios that Cisco products will be tested on.
• Ability to map the Viavi products and solutions across the different business units within Cisco.
• Adequate understanding of Viavi Test Center/Avalanche/CyberFlood product lines and with hands on knowledge.
• Good knowledge on the Calnex Timing and Synchronization Tools.
• Should be able to architect and sell turn key solutions comprising of products from both Calnex and Viavi.
• Good knowledge of Viavi Automation and Script migration from other tools to Viavi on NEM environments.
• Good Track record of working with Cisco globally distributed across regions.
• Successful track record of exceeding annual sales quota.
• Strong verbal and written communication skills.
• Technical knowledge to work close with the Viavi product management team to align roadmaps with Cisco requirements.