Sales Engineer

VIAVI Solutions; Ashburn (VA); On-site; USD 46,000 - 85,000; Full time

Job summary

VIAVI Solutions is seeking a Sales Engineer to design-in and procure complex testing and sensing solutions. The role involves identifying opportunities, creating proposals, and collaborating with sales and marketing to drive revenue across North America.

The ideal candidate has a degree in engineering, 3+ years in technical sales, and strong CRM/analytics skills to support a fast-paced, global organization. Equal opportunity employer and competitive benefits are offered.

Qualifications

• 3+ years of technical sales engineering experience in a global organization with multiple product lines
• Bachelor’s degree in engineering or similar field, or equivalent experience
• Experience with CRM management (HubSpot or Zoho) and analytics tools
• Strong analytical, written and verbal communication skills; customer-centric mindset

Responsibilities

• Identify sales opportunities and move opportunities through the sales process
• Create technical proposals, quotations and presentations for customers
• Coordinate requirements with product features and benefits
• Develop distributor networks and manage channel partners in North America
• Deliver product demonstrations and provide post-sale assistance to maximize revenue

Skills

Sales engineering

CRM management

Technical sales

Communication skills

Education

Bachelor’s degree in engineering

Tools

HubSpot CRM

Zoho CRM

ERP platforms

SEMRush

Google Analytics

LinkedIn

Job description

Summary

VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications.

Summary

VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications. We are the people behind the products that help keep the world connected at home, school, work, at play, and everywhere in between. VIAVI employees are passionate about supporting customer success and we welcome people who bring their best every day to the company – to question, to collaborate and to push for solutions that will delight our customers.

Duties & Responsibilities

We are currently seeking an ambitious and technically trained Sales Engineer with an interest in helping customers design-in and procure our highly complex products and solutions. Recent college graduates with an applicable engineering degree are acceptable. In this role, you will increase productivity, actively assist customers to solve crucial problems while learning to optimize our company’s market share in a quickly expanding aerospace and defense market vertical. Candidates will have tremendous opportunities to learn about, create and manage innovative sales & business development policies and campaigns that shape the future of our organization. Candidates for this role should have an Engineering degree and will be creative, charismatic, knowledgeable, and motivated to learn about the latest sales and business development techniques as well as tried-and-true practices. Typical functions include identifying sales opportunities, performing best-in-class Inertial Labs sensors, systems and software online demonstrations, supporting projects prior and post-sale, and collaborating with the sales and marketing team to maximize Inertial Labs sales revenue.

Sales Engineer Duties And Responsibilities

• Sales Engineer is responsible for applying standard and customized Inertial labs solutions to current and new market segments and moving opportunities through the sales process
• New sales opportunities and new leads generation;
• Coordinate customers’ requirements and processes with Inertial Labs product features and benefits;
• To manage existing channel partners and to generate a brand-new Distributors and Sales Representative network in North America Territory;
• Technical analysis of the customers’ applications and requirements;
• Creating Sales & Technical Proposals, Quotations and Presentations;
• Sales orders processing;
• Work as an integral part of the Inertial Labs sales and marketing team;
• Achieve portable sales and aftermarket revenue targets, in coordination with VP of Business Development;
• Working with marketing team to create Datasheets for new products and to manage updates of the Datasheet for the current products;
• Become an Inertial Labs products portfolio subject matter expert and keep up-to-date on competitive solutions and industry trends;
• Delivering product online and face-to-face demonstrations, answering technical questions, and providing customers guidance, solutions and advice to ensure they realize the full value of Inertial Labs sensors and systems;
• Providing basic training and coaching to our internal teams, partners, and customers;
• Conducting site visits to understand how Inertial Labs solutions are used, the benefits they deliver, and what can be done to continue to improve our offering;
• Providing feedback from partners and customers to help improve our products, services, and customer journey
• Foster long-term relationships with key customers and local clients;
• Document and advance the sales process;
• Monitor local market and customer trends for market potential and development of forecasts and sales strategies;
• Provide additional troubleshooting support for emergency customer issues, in coordination with Inertial Labs Technical Support Team.

Pre-Requisites / Skills / Experience Requirements

Sales Engineer Requirements & Qualifications

• Recent engineering program degree and/or 3+ years of experience in technical sales engineering within a global organization with multiple product lines;
• Bachelor’s degree in engineering, similar field (inertial sensors and systems is plus), or equivalent experience in applications like UAV, UGV, AUV, autonomous vehicles, Aerospace & Defense etc.);
• Or an equivalent combination of education and work experience;
• Excellent level of CRM management (must, preferably HubSpot or ZOHO);
• Deep technical understanding of sensors and systems is a big plus;
• Strong analytical, written and verbal communication skills;
• Customer-centric mindset;
• Experience working with tools like ERP, CRM, HubSpot, SEMRush, Google Analytics, Google, LinkedIn etc.
• Ability to work in a fast-paced environment that changes rapidly;
• Sales Engineer role requires a self-driven, highly motivated, and flexible individual who can efficiently prioritize and adjust their schedule to adapt to a very dynamic environment. Must perform duties with minimal supervision.

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

Job Posting Pay Range

45,500 to 84,500 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.