Account Executive - Network Performance (South East Region)
Viavisolutions Open At a glance
Mid-level Account Executive role at Viavisolutions. Home Office · full-time · $91,000–$169,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Build a territory plan during your first three months, then work installed and target accounts with key network and technology stakeholders
- Win new customers and expand current accounts, balancing quick deals with longer, more complex sales
- Shape and run customer proofs of concept with a sales engineer around the buyer’s business needs
- Keep Salesforce deal records current, including expected close timing, next actions and forecast status
- Learn each customer’s buying steps and weigh opportunities, resources and competing solutions
What you bring
- A four-year degree or more than seven years selling in network, application or systems performance
- At least five years in field sales within network, application or systems performance
- A valid driver’s license and access to a vehicle for frequent travel
Who this fits
This mid-level sales role suits someone who has sold performance-management solutions to large-enterprise network teams and can grow both new and existing accounts. Frequent travel is required, with a driver’s license and vehicle access. You’ll cover existing accounts and a territory.
From the employer
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.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’re seeking an Account Executive who has demonstrated success in selling performance management solutions to network teams in large enterprises. You’ll be selling the Observer platform, which Gartner Group placed in their Magic Quadrant for the last four years in a row! Your assignment will include existing accounts and a territory. Comp plan is very achievable, with significant quarterly accelerators.
Responsibilities:
- Present a thorough territory plan within first 90 days
- Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts
- Close both net new accounts and existing accounts
- Identify and close quick, small wins while managing longer, complex sales cycles
- Keep Salesforce opportunities updated including close date, next steps, and forecast stage
- With SE, position and conduct proofs of concept that address customers business drivers
- Understand customers’ procurement process in detail
- Prioritize opportunities and apply appropriate resources
- Understand strengths/weaknesses of the competition
Success Indicators:
- Strategic Selling – demonstrated ability to grow existing and new accounts.
- Success in selling performance management systems (OPNET, Riverbed, NetScout, Fluke Networks)
- Effective communicator
- Proven successful track record of exceeding sales quotas - Success closing net new accounts while working existing accounts
- Agile; readily adapts to rapidly changing market drivers and solution
Pre-Requisites / Skills / Experience Requirements:
Required Qualifications:
- 4-year degree or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance
- 5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance
- Valid driver’s license and access to a vehicle for frequent travel
Preferred Qualifications:
- Understanding of network industry & trends
- Experience in selling direct and through channels
- Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger.
- Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates
- Familiar with OSI model During the rapidly changing
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.
Job Posting Pay Range:
91,000to
169,000Exceptional 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.
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