Responsible for account development and expansion, understanding R&D lab requirements, and selling optical solutions while building partnerships with clients.
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.
- Selling into optical passive component industry & CMs ie Patch cord testing ,optical fiber inspection and cleaning solution.
- Understand the market and sell to the market and certain customer requirements.
- Sell into customers through direct sales as well as indirect sales via Channel Partners
- Taking a casual ‘ad-hoc’ relationship to the next level of true partnership.
- Sell into an account through a development life cycle rather than a casual ‘ad-hoc’ sell.
- 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) as a solution for the customers.
- Being proactive to learn new business trends/situation i.e. 800GE/1.6T,DWDM 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 and DWDM.
- Understand technologies primarily in 3 areas photonics, Transport networks and Switching/Routing.
- 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 1-2 times a year for training, BU engagement, tradeshows.
- Ideal candidate with have experience with a Western technology company but have the right blend of Japanese and Western cultural styles.
- Working experience covering Thailand & Vietnam market.
- 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.
- BSEE, BSCS and/or engineering-related degree required with advanced technical degree desirable.
Top Skills
Dwdm
Ethernet/Ip
Photonic Technologies
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