VIAVI (NASDAQ: VIAV) 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 centers. 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.
VIAVI Solutions is seeking qualified applicants for the position of Account Manager (NY, PA, VA, DE, NJ, selling network performance management solutions to existing and new Fortune 2000 accounts.
We're seeking an Account Manager who has demonstrated success in selling. You'll be selling the Observer platform, which Gartner Group placed in their Magic Quadrant for the last four years in a row! Your assignment will include existing accounts and a territory. Comp plan is very achievable, with significant quarterly accelerators.
Present a thorough territory plan within first 90 days
Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts
Close both net new accounts and existing accounts
Identify and close quick, small wins while managing longer, complex sales cycles
Keep Salesforce opportunities updated including close date, next steps, and forecast stage
With SE, position and conduct proofs of concept that address customers business drivers
Understand customers' procurement process in detail
Prioritize opportunities and apply appropriate resources
Understand strengths/weaknesses of the competition
Strategic Selling demonstrated ability to grow existing and new accounts.
Success in selling performance management systems (OPNET, Riverbed, NetScout, FlukeNetworks)
Proven successful track record of exceeding sales quotas
Success closing net new accounts while working existing accounts
Agile; readily adapts to rapidly changing market drivers and solution
4-year degree in MIS, CIS, or Engineering
2 years of field sales experience
Valid driver's license and access to a vehicle for frequent travel
Understanding of network industry & trends
Experience in selling direct and through channels
Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger.
Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates
Familiar with OSI model
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
VIAVI Solutions is an equal opportunity and affirmative action employer minorities/females/veterans/persons with disabilities