Develop and execute sales plans and strategies for target region – France.
Engaging early with the target accounts’ R&D, HW/SW Development teams to introduce VIAVI’s product portfolio and key value & differentiators.
Qualify customer requests and determine the proper products and solutions to offer.
Understanding customers’ pain points and challenges by adopting a tone that allows their challenges to be discussed openly.
Supporting our channel partners as a trusted advisor and solution selling expert in region.
Using metrics for active funnel management to drive appropriate focus on prospecting, sales opportunity development, and sales bookings growth.
Participating in sales forecast meetings, as well as preparing and maintaining forecast data in CRM.
Building, communicating and maintaining regional sales plan, proactively managing recovery actions when deviations occur.
Building alignment among key customers, industry stakeholders, networking up to C-level.
Being the voice of the customer for VIAVI Solutions’ Global product line teams to drive continuous solutions evolution and alignment with local market needs.
Taking full ownership of driving sales bookings and achieving set sales objectives.

Bachelor’s or University degree, e.g., in the field of Optics, Electronics Engineering, Telecommunications/ Communications Engineering or a combination of education and equivalent experience.
Minimum of 5 years of experience in direct account selling and management.
Experience in working with sales channels will be considered beneficial.
Demonstrated success in achieving and overcoming set goals regularly.
Good listening skills and ability to move customer mindset from their challenges in understanding the value we can offer them.
Knowledge of the region technology market, customer verticals, and T&M industry trends.
Technical working experience and/or understanding of the IP /Optical high-speed networking fundamentals, underlying technologies, and market drivers.
Demonstrated leadership skills to establish and effectively maintain relationships with customers and sales channels; ability to develop and implement joint strategies and build synergistic win-win relationships.
Ability & willingness to lead internal X-functional global win-teams in a diverse and complex business environment.
Being outgoing with good social skills, self-starting, proactive, creative and having attention to detail.
Strong communication skills in speech, writing, and presentations.
Willingness to travel within the region, up to 50% of the time.
Fluent French and English language skills.

Account Executive – EMEA Lab & Production Sales

Key skills