Technical Sales Account Manager, Vietnam

Viavi Solutions Singapore Pte. Ltd.; Singapore; On-site; SGD 115,000 - 166,000; Full time

Job summary

Viavi Solutions Singapore Pte. Ltd. seeks a proactive Technical Sales professional to drive growth in Vietnam across Fiber Optics, High-Speed Networking and Security.

You will identify new customers and expand relationships with OEMs, contract manufacturers, and R&D facilities, collaborating with presales, product teams and channel partners to translate requirements into technical proposals. The role emphasizes a hunter mindset, strong technical depth, and the ability to convert opportunities

Qualifications

• Bachelor's degree in Electronics & Communication Engineering (ECE) or closely related discipline.
• 5+ years of experience in technical sales, application sales, presales, business development or similar.
• Experience selling test and measurement solutions is highly preferred.
• Fluency in Vietnamese and English is required.

Responsibilities

• Develop 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.

Skills

Hunter mindset

Technical sales

Presentation skills

Negotiation skills

Channel management

Vietnam market knowledge

Education

Bachelor's degree in Electronics & Communication Engineering

Optical communications

Networking

Security

Job description

Summary: Position Overview We 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 Areas

• Fiber Optics & Optical Connectivity
• Optical transceivers and modules
• Optical connectivity and components
• Active and passive optical devices
• High-speed optical interfaces and emerging optical technologies
• High-Speed Networking Ethernet and high-speed networking
• Network switches and network devices
• High-speed data center connectivity
• Networking device validation and manufacturing test
• Security Testing Network security devices and platforms
• Security testing and validation
• Secure networking and emerging security technologies
• Quantum communication and quantum networking

Customer Segments

• R&D laboratories and engineering organizations
• NPI and product development teams
• Optical component and module manufacturers
• Networking equipment manufacturers
• OEMs and ODMs
• Contract manufacturers / EMS
• Telecom and service-provider technology labs
• Universities and technology research institutions
• Government and defense-related technology organizations, where applicable

Key Responsibilities

Sales & Business Development

Develop 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 / Presales

Understand 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 Management

Develop 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 Development

Identify 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

Education

Bachelor'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.

Experience

Experience 5+ 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 communications
• Optical components or transceivers
• Networking / Ethernet
• NPI / manufacturing test
• R&D laboratory solutions

Key Competencies

• Strong 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.

Willingness to travel extensively within Vietnam.

Fluency in Vietnamese and English is required.

Success Criteria

• New customer acquisition and hunter-led revenue growth
• Achievement of annual sales and bookings targets
• Growth of Fiber Optics, Networking and Security testing business
• Development of NPI and R&D opportunities into production business
• Creation and conversion of a strong qualified pipeline
• Successful development and activation of channel partners
• Growth of strategic accounts and new applications
• Early identification and capture of emerging opportunities in optical, high-speed networking, security and quantum technologies

Ideal Candidate

The 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.

VIAVI empowers Service Providers and IT organizations to manage the network lifecycle for complex 5G and Fiber networks with intuitive instruments, systems and technologies; and our expertise in light management and optical coatings help protect the world's bank notes from counterfeiters, enhance the colors you see, and enable advanced technology such as 3D sensing. We are a team of thought leaders who have the freedom to support and innovate and look for new effective and efficient solutions for our customers.