Sales Engineer

viavisolutions; Ashburn (VA); On-site; USD 90,000 - 140,000; Full time

Job summary

VIAVI is seeking a technically trained Sales Engineer to help customers design-in and procure our complex aerospace and defense solutions in North America. Recent engineering graduates with relevant degree are welcome, and the role offers opportunities to learn and grow within a global sales team.

You will identify opportunities, prepare proposals, demonstrate products, and collaborate with marketing and partners to maximize VIAVI's sales revenue while delivering exceptional customer value.

Qualifications

• Engineering degree or equivalent experience in aerospace/defense applications.
• 3+ years of experience in technical sales engineering within a global organization.
• Willingness to grow into a sales engineering role and work with complex sensors and systems.

Responsibilities

• Identify and qualify sales opportunities in aerospace and defense markets.
• Create sales & technical proposals, quotations and presentations.
• Demonstrate products online and on-site and answer technical questions.
• Collaborate with marketing to develop datasheets and product updates.
• Support channel partners and build distributor networks in North America.

Skills

Technical sales

Customer engagement

North America market knowledge

Education

Engineering degree

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.

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.

• 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

The right candidate will need a solid technical educational foundation and a strong willingness to grow into and succeed in a Sales Engineering role involving complicated technical products (sensors and systems in Aerospace and Defense applications is plus).

This position requires a highly motivated, self-sufficient professional with technical acumen who is focused on results and can interface and communicate effectively at all levels, internally and externally.

We are looking for a professional with:

• 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

Sales Engineer Requirements & Qualifications

We are looking for a professional with: