Sr Account Manager

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.

• Develop and maintain strategic working relationships with different Business units in Cisco.
• Established network with key Cisco executives and ability to leverage on this network for strategic deals.
• Understand the Cisco Business Units and their product lines and their target customers is required.
• Understand the decision making and budgeting process of Cisco. This should translate into maintaining the right stage of deals in the Salesforce system with high accuracy on the close dates.
• Responsible for revenue generation/quota attainment, strategic account & territory management and sales opportunity management.
• Coordinate Sales Engineering efforts needed to support evaluations and pre-sales activities.
• Ability to drive a technical sales meeting with a good understanding of the Cisco Business Unit Requirements and their products.
• Technical Knowledge to drive customer requirements within Viavi and conveying accounts strategic direction to Product Marketing team.
• Manage sales opportunities from qualification to close, including preparation of quotations, presentations and negotiation.
• Coordinate and facilitate post-sales support and customer training.
• Understanding of IP and Ethernet technologies, AI, SP, Hyperscalers, Data Center Ethernet, Cloud Services & Network Security/App Device Technologies.
• Self-motivated and willing to accept challenges in a high visibility role.
• Strong problem-solving skills and developing innovative solutions and strategies using Viavi products.

• 8 years+ Experience in Telecommunications / Data Network Test and Measurement Industry.
• Experience with companies like Keysight selling similar solutions to companies like Cisco will be an added advantage.
• Good knowledge on the competitive landscape and understanding their solutions
• Thorough understanding of the latest in High Speed Ethernet Technologies / Cloud and Virtual Solutions/AI/Data Center Switching Technologies.
• A good exposure to testing requirements by Service Providers and Enterprise test scenarios that Cisco products will be tested on
• Ability to map the Viavi products and solutions across the different business units within Cisco
• Ability to customize Viavi solution messaging and sales activity to address the different teams in Cisco.
• A thorough understanding of Viavi Test Center/Avalanche/CyberFlood product lines and with hands on knowledge.
• Good knowledge on the Calnex Timing and Synchronization Tools. Should be able to architect and sell turn key solutions comprising of products from both Calnex and Viavi.
• Good knowledge of Viavi Automation and Script migration from other tools to Viavi on NEM environments
• Good Track record of working with Cisco globally distributed across regions
• Successful track record of exceeding annual sales quota.
• Strong verbal and written communication skills.
• Technical knowledge to work close with the Viavi product management team to align roadmaps with Cisco requirements.

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