Responsible for account development and expansion in the semiconductor ecosystem, focusing on customer relationships and product solutions in fiber optics and protocol testing.
Summary:
Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.Duties & Responsibilities:
Key Responsibilities:
- Understand R&D Lab ecosystem and test requirements in NPI and manufacturing.
- Sell into broad NEMs, CM’s eco-systems comprising of Chip, components, and systems companies to address technologies in Fiber Optics, Optical transport, Switching and Routing.
- Understand the market and sell to the market and certain customer requirements.
- Sell into IP/ Chip, module & server ecosystem within Compute/storage (PCIe/CXL protocol testing) industry. Ex: CPU, XPU/ Accelerators, FPGA’s, SOC’s, Re-timers, Switch, Storage drives, Servers etc.
- Sell into customers through direct sales as well as indirect sales via Channel Partners
- Sell into an account through a development life cycle rather than a casual ‘ad-hoc’ sell.
- Taking a casual ‘ad-hoc’ relationship to the next level of true partnership.
- Understands Semiconductor R&D (CPU, Accelerators/GPU, SOC, NIC, Re-timer, FPGAs, Switch ASIC etc functional groups (hardware, firmware, validation etc) and position protocol (PCIe/CXL- Analyzer, Exerciser) testing solution.
- Build a next level of true partnership for engaging a customer at all levels and at earlier stages of their roadmap development.
- Position Viavi’s Lab and Manufacturing products (Fiber optics, Ethernet/IP, PCIe) as a solution for the customers.
- Being proactive to learn new business trends/situation i.e. 800GE client and coherent optics etc.
- Responsible for preparing quotations and updating Viavi’s internal sales forecasting tools.
Pre-Requisites / Skills / Experience Requirements:
Pre-requisites and Skills:
- Understanding of core underlying technologies including photonics, Ethernet/IP, PCIe and OTN.
- Understand technologies primarily in 3 areas photonics, Transport networks ,Switching/Routing and compute /storage.
- Understanding of the whole technology ecosystem related to photonics, materials, ICs, modules, IP/Software, NEMs, production & CMs, service providers & ICP accounts.
- Engineering background in above mentioned technologies would be a great plus.
- Willing to travel to US/EMEA 2-3 times a year for training, BU engagement, tradeshows.
- Ideal candidate with have experience with a Western technology company.
- Good English skills – spoken and written.
- Good team player – able to build consensus yet able to work remotely under minimal direct oversight.
Advanced Competencies:
- Value Based Selling Capability while offering Business Cases/ Use Cases
- Able to build trust from all Customers and Viavi internal teams for having long term business as successful ones.
Qualifications:
- Minimum 5 years of experience related to sales. Preferably in SEANZ region.
- BSEE, BSCS and/or engineering-related degree required with advanced technical degree desirable.
Top Skills
Chip
Components
Cxl
Ethernet
Fiber Optics
Fpga
Pcie
Semiconductor
Soc
Systems
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