Business Development / Account Manager

VIAVI Solutions; Bengaluru; On-site; INR 800,000 - 1,200,000; Full time

Job summary

VIAVI Solutions in India is seeking a sales professional to develop new accounts and expand opportunities in the aerospace and defence segment. You will articulate customer challenges, position VIAVI's portfolio, and push discussions toward commercial engagements.

The role requires deep RF/microwave and communications know-how, a proven track record in defense/space electronics sales, and willingness to travel up to 50% across India.

Qualifications

• At least 5 years of working experience in sales, marketing or business development in related industry, with exposure to defence or space electronics.
• Applicants with experience in engineering or design will be strongly preferred.

Responsibilities

• Engage directly with customers in the aerospace/defense segment in India and position VIAVI products to meet needs.
• Own the business development strategy and collaborate with extended teams to achieve goals.
• Drive new business opportunities by working with sales and pre‑sales to create short- and long-term engagements and demonstrations.
• Collaborate with VIAVI product units, R&D, and regional teams to address customer needs and influence product evolutions.
• Coordinate with sales teams and partners to broaden coverage and optimize channel effectiveness.

Skills

RF/microwave technologies

Aerospace/defense sales

Customer engagement

Channel development

Travel readiness

Communications networks

Job description

Summary

Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.

Duties & Responsibilities

The role is to enable increased sales and market share of VIAVI products and solutions in the aerospace and defence segment in India. It involves understanding and articulating customer’s challenges, positioning of VIAVI’s portfolio to address those challenges and technically advancing the discussions to the point of a commercial engagement.

Main Responsibilities / Duties

• Engage directly with customers in this segment, understand their needs and applications, apply the insights to position VIAVI products to meet customer needs.
• Own the business development strategy, work with extended team members towards achieving set goals.
• Drive new business opportunities: work with VIAVI sales and pre‑sales teams towards short term and long‑term customer engagements, demonstrate VIAVI products and solutions, and thereby create new opportunities and increase sales.
• Work closely with VIAVI product units, R&D teams and regional teams to address customer needs, contribute to product evolvement discussions.
• Collaborate with sales teams to improve coverage of key customers/opportunities, work with existing partners to drive sales, suggest evolution of channel model for improved effectiveness.

Accountabilities

• New opportunity creation – identify new potential customers or new opportunity in existing customer.
• Contribute to sales.
• Articulate technical requirements from the customer for future product enhancements.
• Develop sales strategies to meet business objectives.

Key Skills / Competencies

• Must have strong understanding of RF/microwave technologies, as well as communications networks (wireless, wireline).
• Experience selling to customers in the aerospace and defence sectors in India (e.g., military, R&D/DRDO). Must have a good understanding of how the defence ecosystem operates in India.
• Previous experience in design or engineering of electronic products or systems in the aerospace/defence segments (e.g., avionics, communications systems, inertial navigation, SIGINT/EW, etc) will count as additional strong points.
• Strong verbal, written and customer communication skills.
• Ability to work on own initiative and develop as SME.
• Work in a sales environment as member of extended sales team.

Qualification and Experience

At least 5 years of working experience in sales, marketing or business development in related industry, with exposure to defence or space electronics. Applicants with experience in engineering or design will be strongly preferred.

Other Key Factors

• Excellent trouble‑shooting and problem‑solving skills; ability to logically analyze technical issues and determine potential causes.
• Possess initiative and a positive attitude, able to work both independently and as a team player.
• Strong communications skills and strongly customer‑oriented.
• Willingness to travel frequently to provide solutions support to customers. Travel could be as much as 50% of the time.
• Good oral and written communication skills in English.