Account Executive – West Region

This is a fully remote position, open to applicants in California.

📋 Description

• The Account Executive will collaborate closely with Regional Sales Management and the Product Line Management team, taking charge of identifying and overseeing emerging accounts, maintaining customer records and the CRM database, and establishing new business with the aim of surpassing an annual quota assignment.

• This role emphasizes the Government/Aerospace and industrial segments, with a particular focus on PNT-related solutions.

• Actively prospect to identify and qualify potential customers, develop leads through referral channels, nurture new key accounts, and successfully close business.

• Build relationships with key technical authorities and represent the voice of the customer within VIAVI.

• Oversee the pipeline of opportunities from both current and prospective customers to ensure revenue objectives are met.

• This includes assessing opportunities within the pipeline, appropriately prioritizing activities, and managing time and commitments to ensure that funnel opportunities progress through the design-in cycle.

• Demonstrate strong technical expertise in PNT solutions to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver exceptional value in the customer's application.

• Use the CRM system to input accurate sales forecasts and monitor the progression of the sales funnel from identification to design win.

• Possess a solid technical understanding of RF/MW technologies and VIAVI's unique selling proposition; stay informed about market conditions, trends, competitor products, and industry dynamics.

⛳️ Requirements

• A minimum of 4 years of experience in developing and managing OEM accounts.

• At least 4 years of experience in PNT products within a technical sales role.

• A BS degree in physics, engineering (EE, CSE), or another relevant technical field; an MBA is a plus.

• Familiar with the Government prime contractor procurement process.

• Ability to obtain and hold a Secret Clearance.

• Experience with various PNT-related components and modules, timing circuit design, LEO signal receivers, or inertial navigation is highly desirable.

• Proven track record in sales, capture, and business development in commercial sectors, including customer relationship development, creating a qualified pipeline, and building industry partnerships.

• Demonstrated ability to establish relationships with high-level technical and business managers at key customer accounts.

• Self-motivated with strong interpersonal skills, capable of communicating easily and effectively with customers and within the organization.

• Proven experience managing customer accounts from initial contact through relationship management during development projects, leading to successful negotiation of purchase orders.

• Willingness to travel 50% of the time.

🏝️ Benefits

• Paid time off.

• Health, life, and disability insurance.

• 401(k) plan.

• Bonus program.