Account Executive – Assured PNT, Eastern US Territory
VIAVI Solutions
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $67,900 - $126,100 per year
About the role
- The Business Development Manager will work closely with Regional Sales Management as well as the Product line Management team and be responsible for identifying and managing emerging accounts, maintaining customer records and CRM database, and establishing new business with the goal of exceeding an annual quota assignment.
- Market emphasis for this role is Government/Aerospace, and industrial segments – with a specific product focus on PNT related solutions.
- Prospect to identify and qualify potential customers.
- Develop leads through referral channels and cultivate new key accounts.
- Establish relationships with key technical authorities and be the voice of the customer within VIAVI.
- Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design-in cycle.
- Possess strong technical competency in PNT solutions in order to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer’s application.
- Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
- Strong technical comprehension of rf/MW technologies and VIAVI’s unique selling proposition; understands market conditions/trends, competitor products and any industry trends.
Requirements
- 4+ years’ experience in developing and managing OEM accounts
- 4+ years’ experience in PNT products in a technical sales role
- BS degree in physics, engineering (EE, CSE) or other relevant technical field
- MBA is a plus
- Familiarity with the Government prime contractor procurement process
- Ability to hold a Secret Clearance
- Experience in applications of various PNT related components and modules, or timing circuit design highly desirable.
- Successful past performance in sales/capture/business development in commercial sectors (e.g., developing customer relationships, developing a qualified pipeline, and building industry relationships)
- Demonstrated ability to build relationships with high level technical and business managers at key customers.
- Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
- Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.
- Travel 50%
Benefits
- paid time off
- health, life and disability insurance
- 401(k)
- bonus program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
PNT productsrf/MW technologiestiming circuit designsales forecastingpipeline managementcustomer relationship managementtechnical salesOEM account managementbusiness development
Soft Skills
interpersonal skillscommunication skillsrelationship buildingself-starternegotiation skillstime managementprioritization
Certifications
BS degree in physicsBS degree in engineeringMBASecret Clearance