Technical Sales Account Manager, Vietnam

Viavi Solutions; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Viavi Solutions in Singapore is seeking a proactive, technically strong Technical Sales professional to drive Vietnam territory growth across Fiber Optics, high-speed networking and security. You will develop new customers, expand existing relationships, and own the sales cycle from prospecting to closure.

You will work with channel partners, presales, application engineering and product teams to translate customer requirements into technical solutions, support PoCs, and travel extensively

Responsibilities

• Develop and execute a Vietnam territory sales strategy across fiber optics, networking, and security.
• Identify and develop new customers, opportunities, and applications with a hunter mindset.
• Own the sales cycle from prospecting to closure and build a strong pipeline.
• Collaborate with engineering, R&D, presales, channel partners and product teams to translate requirements into solutions.
• Support PoCs/evaluations and assist in competitive benchmarking; travel extensively within Vietnam.

Job description

Summary:Position OverviewWe are looking for a proactive, technically strong and hunter-oriented Technical Sales professional to drive business growth across Vietnam in the areas of Fiber Optics, High-Speed Networking and Security.The role will focus on developing new customers and expanding existing relationships across NPI organizations, component/module manufacturers, OEMs, contract manufacturers and production/test facilities and R&D.The candidate will work closely with customers, channel partners, presales/application engineering and product teams to identify customer requirements, develop technical solutions and convert opportunities into business.Duties & Responsibilities:Key Market & Technology AreasThe candidate will develop business across:Fiber Optics & Optical ConnectivityOptical transceivers and modulesOptical connectivity and componentsActive and passive optical devicesHigh-speed optical interfaces and emerging optical technologiesHigh-Speed NetworkingEthernet and high-speed networkingNetwork switches and network devicesHigh-speed data center connectivityNetworking device validation and manufacturing testSecurity TestingNetwork security devices and platformsSecurity testing and validationSecure networking and emerging security technologiesQuantum communication and quantum networkingCustomer SegmentsPrimary focus will be on:R&D laboratories and engineering organizationsNPI and product development teamsOptical component and module manufacturersNetworking equipment manufacturersOEMs and ODMsContract manufacturers / EMSTelecom and service-provider technology labsUniversities and technology research institutionsGovernment and defense-related technology organizations, where applicableKey ResponsibilitiesSales & Business DevelopmentDevelop and execute a Vietnam territory sales strategy for assigned technology segments.Identify and develop new customers, opportunities and applications with a strong hunter mindset.Build and maintain relationships with engineering, R&D, NPI, manufacturing, procurement and senior management.Develop new accounts while expanding business within existing strategic customers.Own the sales cycle from prospecting qualification technical engagement PoC/evaluation proposal negotiation closure.Develop a healthy sales pipeline and achieve assigned revenue and growth targets.Identify emerging market opportunities and establish early engagement with customers.Technical / PresalesUnderstand customer test and measurement requirements and translate them into appropriate technical solutions.Conduct customer presentations, technical discussions, demonstrations and solution workshops.Work with application engineers and product teams to develop customer-specific solutions.Support PoCs, evaluations and competitive benchmarking.Develop strong technical relationships with customer engineering and R&D teams.Maintain sufficient technical depth across optical, networking and security testing technologies to engage effectively with customers.Channel ManagementDevelop and manage selected channel partners across Vietnam.Enable channel partners through product training, opportunity development and joint customer engagement.Build a disciplined channel pipeline and ensure effective opportunity management.Work jointly with channel partners on strategic accounts and new customer acquisition.Ensure channel activities are aligned with territory strategy and business objectives.Market DevelopmentIdentify new applications and technology trends in optical connectivity, high-speed networking, security and quantum technologies.Develop relationships with emerging technology companies and R&D organizations.Track competitor activities, market developments and customer investment plans.Provide regular market intelligence and customer feedback to sales and product management teams.Pre-Requisites / Skills / Experience Requirements:EducationBachelor's degree in Electronics & Communication Engineering (ECE) or a closely related engineering discipline.Additional technical qualifications in optical communications, networking or security will be an advantage.Experience5+ years of experience in technical sales, application sales, presales, business development or a related customer-facing technical role.Experience selling test and measurement solutions is highly preferred.Experience in one or more of the following areas is desirable:Fiber optics / optical communicationsOptical components or transceiversNetworking / EthernetNPI / manufacturing testR&D laboratory solutionsKey CompetenciesStrong hunter mindset with demonstrated ability to develop new accounts and create opportunities.Highly proactive, self-driven and entrepreneurial.Strong technical aptitude with the ability to understand complex customer requirements.Excellent presentation, communication and negotiation skills.Ability to engage with both engineering teams and business decision-makers.Strong channel management and partner-development skills.Ability to work independently while collaborating effectively with regional and global teams.Strong pipeline management and sales execution discipline.Willingness to travel extensively within Vietnam.Fluency in Vietnamese and English is required.Success CriteriaSuccess in this role will be measured by:New customer acquisition and hunter-led revenue growthAchievement of annual sales and bookings targetsGrowth of Fiber Optics, Networking and Security testing businessDevelopment of NPI and R&D opportunities into production businessCreation and conversion of a strong qualified pipelineSuccessful development and activation of channel partnersGrowth of strategic accounts and new applicationsEarly identification and capture of emerging opportunities in optical, high-speed networking, security and quantum technologiesIdeal CandidateThe ideal candidate is a technically curious, customer-focused and highly proactive sales professional who can open doors, understand complex engineering requirements, bring the right technical resources together and drive opportunities through to closure.This is a high-growth, individual-contributor role requiring strong ownership, entrepreneurial thinking and the ability to operate effectively across customers, channel partners, presales and global product teams.