Wireless Applications and Security Sales Executive

Viavi Solutions Inc. in; Chandler (AZ); On-site; USD 104,000 - 193,000; Full time

Benefits offered by this job

Paid time off

Health insurance

Life insurance

Disability insurance

401(k) plan

Bonus program

Job summary

VIAVI Solutions Inc. is a global provider of network test, monitoring and assurance solutions across telecommunications, cloud, enterprises, and industrial sectors.

The role focuses on owning named accounts, developing territory strategies, and driving multi-product solutions with cross-functional teams to close opportunities. The successful candidate will leverage a deep understanding of 5G/6G, RAN, and network transformations to drive growth, collaborate across Marketing, Product Line

Qualifications

• Leadership in a large matrixed environment.
• Hunter mindset with ability to open new logos.
• Strong business development expertise.
• Executive presence for senior-level selling.
• Data-driven funnel management approach.
• Ability to coordinate across multiple internal teams.

Responsibilities

• Own and drive named account relationships across defined segments.
• Develop and execute territory sales strategies across Canada, the Midwest, and Northern California.
• Bring and manage VIAVI resources to advance opportunities through the sales cycle.
• Provide voice of the customer feedback to improve VIAVI value proposition.
• Share competitive intelligence to sharpen differentiation across product lines.

Skills

Leadership

Business development

Hunter mindset

Executive presence

Sales analytics

Team collaboration

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

Strong technical background and working knowledge of wireless networks, including wireless network transformation with technologies and standards, such as O-RAN, AI-RAN, cloud, 6G, RAN, core and security. Own and drive named account relationships across hyperscale, wireless, semiconductor, private 5G, NTN (non-terrestrial networks), and NEM (network equipment manufacturer) customer segments, in partnership with Marketing, Product Line Management, and Regional Sales leadership. Responsible for developing and executing account-specific sales strategies across a defined territory spanning Canada, the Midwest, and Northern California, with named accounts in each of the segments above. Must have previous experience and demonstrated success selling into these customer types, with a detailed understanding of each segment's buying centers, technical decision-makers, and ecosystem dynamics (e.g., hyperscaler infrastructure teams, semiconductor design/validation groups, private 5G integrators, satellite/NTN operators, and NEMs). Bring and manage all relevant VIAVI resources to advance and close opportunities, owning all aspects of the sales cycle from prospecting through contract close. Manage account strategy execution end-to-end, providing continuous "voice of the customer" feedback to Product Line Management and Business Units to improve VIAVI's value proposition (e.g., product bundles, feature/performance gaps, cross-BU roadmap input). Gather and share competitive intelligence — competing products, systems, and positioning — with Product Line Management and Business Units to sharpen VIAVI's differentiation. Solid understanding of major network transformations (5G/6G, RAN evolution, virtualization, and AI) and how VIAVI's portfolio helps customers in each target segment achieve their goals. Track record of positioning complex, multi-product solutions (hardware and software) to technical and commercial stakeholders. Documented success in account growth, quota attainment, new logo acquisition, and managing a multi-segment territory or portfolio of named accounts. If you have what it takes to push boundaries and seize opportunities.

Pre-Requisites / Skills / Experience Requirements

LEADERSHIP: Although this is a individual contributor role, a preferred candidate will have strong leadership traits to work in a large matrixed environment. They should have the ability to build strong account strategies, set goals, motivate others, communicate effectively, assign ownership across organizations and hold people accountable to support goals.

BUSINESS DEVELOPMENT EXPERTISE: Hunter mindset, self-starter, driven, adaptable and operates with a sense of urgency. Proven background and success building new logos and opening new market verticals, including through prospecting, networking and using relationship skills to open new opportunities for VIAVI. Ability to introduce cutting edge and new solutions to customers.

TEAM PLAYER: Will be required to work effectively with VIAVI sales organizations along with managing opportunities that will require coordination across several internal organizations. Must have proven experience operating with broad teams to achieve goals and execute on account / market strategies.

SALES ANALYTICS AND OPERATIONS: Ability to work in a data driven environment, where funnel add, funnel management, funnel evolution and health are a priority. Must show history of working within an environment with a strong operational cadence and pressures of a publicly traded company.

BUSINESS ACCUMEN: Comfortable and proficient with the business and technical impacts of wireless technologies across verticals and customers served. Can clearly demonstrate the ability to sell past technical requirements and into the economic drivers that help delivery positive business outcomes.

SOLUTION SALES EXPERTISE: Proficient across multiple technology domains and / or ability to understand and position complex solutions to help customers solve critical business and technical problems.

EXECUTIVE PRESENCE: Comfortable in executive level selling as well as engaging at executive levels within VIAVI. Ability to work effectively in multi-disciplined customer environments, including identification and negotiation with executive buyers.

SALES EXPERTISE: The ideal candidate will have had a well-established history of meeting and exceeding yearly sales objectives along with the proven ability to quantify and measure the value of their solution against KPIs and ROI, ability to quickly determine customer’s decision criteria to evaluate a solution, identify and negotiate with the economic buyer, understand the decision making process, the business pain your solution addresses, including the cost of doing nothing, assess the competitive landscape and determine the champion who will advocate for your solution.

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

Job Posting Pay Range: 103,950 to 193,050 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.

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.