Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
Duties & Responsibilities:
Key Responsibilities:
Understand R&D Lab ecosystem and test requirements in NPI and manufacturing.
Sell into broad NEMs, CMs eco-systems comprising of Chip, components, and systems companies to address technologies in Fiber Optics, Optical transport, Switching and Routing.
Selling into optical passive component industry & CMs ie Patch cord testing ,optical fiber inspection and cleaning solution.
Understand the market and sell to the market and certain customer requirements.
Sell into customers through direct sales as well as indirect sales via Channel Partners
Taking a casual ad-hoc relationship to the next level of true partnership.
Sell into an account through a development life cycle rather than a casual ad-hoc sell.
Build a next level of true partnership for engaging a customer at all levels and at earlier stages of their roadmap development.
Position Viavis Lab and Manufacturing products (Fiber optics, Ethernet/IP) as a solution for the customers.
Being proactive to learn new business trends/situation i.e. 800GE/1.6T,DWDM client and coherent optics etc.
Responsible for preparing quotations and updating Viavis internal sales forecasting tools.
Understanding of core underlying technologies including photonics, Ethernet/IP and DWDM.
Understand technologies primarily in 3 areas photonics, Transport networks and Switching/Routing.
Understanding of the whole technology ecosystem related to photonics, materials, ICs, modules, IP/Software, NEMs, production & CMs, service providers & ICP accounts.
Engineering background in above mentioned technologies would be a great plus.
Willing to travel to US/EMEA 1-2 times a year for training, BU engagement, tradeshows.
Ideal candidate with have experience with a Western technology company but have the right blend of Japanese and Western cultural styles.
Working experience covering Thailand & Vietnam market.
Good English skills spoken and written.
Good team player able to build consensus yet able to work remotely under minimal direct oversight.
Advanced Competencies:
Value Based Selling Capability while offering Business Cases/ Use Cases
Able to build trust from all Customers and Viavi internal teams for having long term business as successful ones.
