Account Executive, Avionics

Role Overview

• 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.
• 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.

Requirements

• 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.
• Strong communication skills in speech, writing, and presentations.
• Sufficient knowledge of finance and accounting to understand the consequences of decisions and effectively manage the business.
• Solid understanding of the Aerospace, Defense, Public Safety and Enterprise Verticals.

Benefits

• paid time off
• health, life and disability insurance
• 401(k)
• bonus program