Account Manager (Ny, PA, VA, DE, NJ)

Viavi Solutions Germantown , MD 20874

Posted 3 months ago

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.

Job Description:

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

Success Indicators:

  • Strategic Selling demonstrated ability to grow existing and new accounts.

  • Success in selling performance management systems (OPNET, Riverbed, NetScout, FlukeNetworks)

  • Effective communicator

  • 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

Required Qualifications:

  • 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

Preferred Qualifications:

  • 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

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Account Manager (Ny, PA, VA, DE, NJ)

Viavi Solutions