Summary: VIAVI has a 90+ year history of technical innovations that have evolved to keep pace and address our customer's most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses, and data centres. And we are also at the forefront of optical security - we bend light to develop and deliver optical solutions that provide security to the world's currencies and safety and performance applications for consumer electronics and spectrometry.
We are the people behind the products that help keep the world connected - at home, school, work, at play, and everywhere in between. VIAVI employees are fierce about supporting customer success and we welcome people who bring their best every day to the company - to question, to collaborate and to push for solutions that will delight our customers.
We are looking for a high calibre, experienced account manager to join our growing EMEA North sales organisation. Your focus will be on growing the VIAVI Test and Measurement footprint in the Energy, Utilities and Transport business verticals across Northern Europe.
As part of the regional Sales team, you will report to the EMEA North Sr. Sales Director and will work in close cooperation alongside existing team members, channel partners, product line management, as well as the local Solution Engineers (Product and Application Specialists).
Duties & Responsibilities: The successful candidate will develop and lead the execution of the Sales strategy for the Enterprise sectors including Transport, Utilities and Energy. This will include a mix of direct sales into accounts and channel sales. You'll have the mandate to map out these business verticals, find new accounts and grow the business successfully, working both in a direct selling capacity and supporting and enabling growth in channel partner sales. Selling the VIAVI Test and Measurement portfolio which includes both field test and systemised test portfolios.
As the Account Manager you'll be responsible for meeting or exceeding committed forecasts, bookings targets, increasing market share and gaining new product approvals within the accounts.
In addition to driving local business, there will also be the opportunity to have deep involvement within the strategic planning and execution of multiple VIAVI initiatives targeting these key customers.
To accomplish this will involve forming a tight collaborative relationship with several VIAVI Channel Partners already engaged or who are coming online in strategic support of the Enterprise market ecosystem.
- Develop sales strategy & account plan for specific business verticals of Transport, Energy and Utilities.
- Plan and successfully execute sales strategies to:
- meet/exceed agreed sales quota.
- strategically develop customer relationship and grow business
- Provide customer trends & competitor information, adjusting plans and strategies as required
- Conduct monthly sales forecasting and reporting
- Work with division product line management to develop and enhance our customer solutions and delivery methods
- Support marketing activities and focused campaigns to increase market awareness and accelerate leads generation.
- Manage key opportunity negotiations personally as necessary
- Collaborate with Channel Partners to deliver opportunity support and ensure account coverage
- Participate, together with Partners, in uncovering strategic customer meetings.
- Support and liaise with in-region team of Solution Engineers & Service delivery manager
- Engage directly within the broader E&D ecosystem to expand VIAVI's reach and influence.
Pre-Requisites / Skills / Experience Requirements: - Direct sales experience ideally in the relevant business verticals
- Excellent understanding of Energy, Transport and Utilities sectors
- Understanding of Fibre and Ethernet technologies and testing methodologies. (Fibre Sensing experience a particular advantage)
- Experience of system & solution selling with proven ability to drive the sales process from opportunity planning to closure
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
- Advantageous to have an existing network of contacts in the relevant business verticals
- Excellent customer relationship building and management skills
- Familiarity with key account management practices
- Excellent verbal and written communication skills.
- Proven negotiation skills
- Willingness to travel both within UK, to Ireland and Nordic countries.
This is what Viavi employees are called to do on a daily basis. In order to best enable our customers' success, we rely on people who see opportunity where others see challenges; people who enjoy collaborating with a diverse range of peers and look for workarounds when their first (or second) attempts don't work.
Come work with us, where we'll celebrate your unique expertise, drive and passion. Learn more at http://www.viavisolutions.com/en and follow us on Viavi Perspectives, LinkedIn, Twitter, YouTube and Facebook.
