Account Executive (Mountain West Region) - Network Performance

VIAVI Solutions; United States; On-site; USD 91,000 - 169,000; Full time

Benefits offered by this job

Paid time off

Health insurance

401(k)

Bonus program

Job summary

VIAVI Solutions is seeking a sales professional to grow and manage key accounts related to performance management systems. The role requires developing a territory plan, engaging with clients, and successfully closing new opportunities. Candidates should have a degree or equivalent sales experience in networking and related performance fields.

Exceptional qualifications may lead to a higher salary within the offered range of $91,000 to $169,000. This position also includes benefits like health insurance and a bonus program.

Qualifications

• 4-year degree or 7+ years in performance management sales.
• 5+ years of field sales experience in relevant domains.
• Valid driver’s license and vehicle access for travel.

Responsibilities

• Present a thorough territory plan within the first 90 days.
• Meet with key stakeholders in installed and target accounts.
• Close new and existing accounts effectively.
• Use Salesforce to update opportunities and forecasts.

Skills

Strategic Selling

Effective communication

Agility in adapting to market changes

Education

4-year degree or equivalent experience

Job description

Duties & Responsibilities

• 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, Fluke Networks)
• 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 or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance
• 5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance
• 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 During the rapidly changing

Job Posting Pay Range

Job Posting Pay Range: 91,000 to 169,000. Exceptional qualifications, experience and location may impact salary. VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.

Equal Opportunity Employer

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.