Account Manager

Job Title

Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.

Key Responsibilities:

• Understand R&D Lab ecosystem and test requirements in NPI and manufacturing.
• Sell into broad NEMs, CM's eco-systems comprising of Chip, components, and systems companies to address technologies in Fiber Optics, Optical transport, Switching and Routing.
• Selling into optical passive component industry & CMs ie Patch cord testing, optical fiber inspection and cleaning solution.
• Understand the market and sell to the market and certain customer requirements.
• Sell into customers through direct sales as well as indirect sales via Channel Partners
• Taking a casual 'ad-hoc' relationship to the next level of true partnership.
• Sell into an account through a development life cycle rather than a casual 'ad-hoc' sell.
• Build a next level of true partnership for engaging a customer at all levels and at earlier stages of their roadmap development.
• Position Viavi's Lab and Manufacturing products (Fiber optics, Ethernet/IP) as a solution for the customers.
• Being proactive to learn new business trends/situation i.e. 800GE/1.6T,DWDM client and coherent optics etc.
• Responsible for preparing quotations and updating Viavi's internal sales forecasting tools.

Pre-requisites and Skills:

• Understanding of core underlying technologies including photonics, Ethernet/IP and DWDM.
• Understand technologies primarily in 3 areas photonics, Transport networks and Switching/Routing.
• Understanding of the whole technology ecosystem related to photonics, materials, ICs, modules, IP/Software, NEMs, production & CMs, service providers & ICP accounts.
• Engineering background in above mentioned technologies would be a great plus.
• Willing to travel to US/EMEA 1-2 times a year for training, BU engagement, tradeshows.
• Ideal candidate with have experience with a Western technology company but have the right blend of Japanese and Western cultural styles.
• Working experience covering Thailand & Vietnam market.
• Good English skills – spoken and written.
• Good team player – able to build consensus yet able to work remotely under minimal direct oversight.

Advanced Competencies:

• Value Based Selling Capability while offering Business Cases/ Use Cases
• Able to build trust from all Customers and Viavi internal teams for having long term business as successful ones.

Qualifications:

• Minimum 5 years of experience related to sales.
• BSEE, BSCS and/or engineering-related degree required with advanced technical degree desirable.