Business Development / Account Manager

VIAVI Solutions; Gurugram District; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

VIAVI Solutions in India seeks a Business Development/Sales Specialist to expand accounts and drive aerospace and defence market share. You will articulate customer challenges, position VIAVI portfolio, and advance discussions to commercial engagements, leveraging cross-functional teams to win opportunities.

You will own the sales strategy, engage with customers and partners, and collaborate with product/R&D teams to evolve offerings, with travel up to 50% to support customers.

Qualifications

• 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).
• 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,

Responsibilities

• 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.

Skills

RF/microwave tech

Communications networks

A&D sales India

Defence ecosystem knowledge

Verbal & written comms

Self-starter / initiative

Team-based selling

Job description

Summary:

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

Duties & Responsibilities:

Business Development/Sales Specialist

Job Description:

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 will include but not limited to:

• 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.

Pre-Requisites / Skills / Experience Requirements: