Account Executive (Avionics)

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.

The Southeast US Area Sales Manager is responsible for the development and growth of avionics sales to meet strategic business initiatives. This will be achieved through being a sales leader/individual contributor while working with a team of manufacturing representative and channel partner teams who can deliver revenue in the current period and build a strong pipeline with current and new customers to fuel predictable growth over time.

The Southeast US Area Sales manages a successful direct and channel growth strategy by optimizing the sale of assigned products in the region, providing leadership in a complex changing market, and maintaining customer relationships. The Area Sales Manager is expected to use a network of influential relationships across the region to develop the opportunities for Viavi’s business, leveraging their business acumen to significantly increase the penetration of the Aerospace & Defense, Public Safety and Enterprise verticals in this region’s market.

Duties & Responsibilities:

Duties and Responsibilities:

• Develop and execute business development plans and strategies for target direct and channel accounts.
• Engage early with Target Customers’ engineering and product support Teams to introduce Viavi’s product portfolio and key differentiators.
• Work with customer to understand existing and future Testing requirements in assigned region.
• Ability to coordinate and align with Viavi’s Global Sales Teams in other Regions
• Lead the development and implementation of a sales strategy that integrates strategies and plans of existing business and defines key areas for growth.
• Assure that channel-partners/Mfg Representatives develop and optimize their focus to support NA A&D strategic business objectives and that factory assistance is provided to assure they have our complete support in doing so.
• Responsible for developing relationships with Viavi NA A&D customers in the territory and growing revenue at these accounts. The territory includes states of Florida, Georgia, Alabama, Mississippi, South Carolina, North Carolina, Tennessee, Kentucky, Virginia, Maryland, District of Columbia, Delaware, West Virginia and Ohio
• Responsible for electing and managing Viavi manufacturing representative partners in assigned region
• Provide regular status on each MR partner’s performance to plan along with updated revisions to sales and marketing strategies, territorial expansion, and other actions required in order to achieve and exceed projected targets.
• Achieve revenue targets (through accurate forecasting of bookings and orders) while maintaining quality standards, controlling expenses and working capital (inventory and demo).
• Train and educate local sales people on the company products and provide the necessary objection handling and selling strategy assistance specific to an industry, market, or account.
• Provide input to Product Marketing, Engineering and Operations teams to help direct the development of new products that reflect market trends and customer needs.

Pre-Requisites / Skills / Experience Requirements:

Qualifications:

• Aerospace, Defense, Electronic Warfare and Public Safety vertical knowledge with Test and Measurement experience.
• Minimum of 5 years of experience related to sales development and channel management with a history of success in within assigned verticals.
• BSEE, BSCS and/or engineering-related degree desired but experience can substitute
• Demonstrated ability to manage and lead in a diverse and complex business environment.
• Leadership skills to establish and effectively maintain relationships with customers and industry partners; ability to develop and implement joint strategies and build synergistic win-win relationships.
• Ability to help channel partners and manufacturing representatives develop technical and product knowledge.
• Skills and willingness to proactively develop the organization to meet future requirements.
• Excellent strategic judgment.
• Stron