Account Manager Government, Aerospace & Defense (GAD)

at  VIAVI Solutions

Summary:
VIAVI (NASDAQ: VIAV) has a 100+ year history of technical innovations that have evolved to keep pace and address our customers’ most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses and data centers. VIAVI is also a leader in high performance thin film optical coatings and engineered diffusers, providing light management solutions to anti-counterfeiting, consumer electronics, automotive, defense and instrumentation markets.
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 fierce 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.
VIAVI is looking for an experienced, technical sales professional to join our Government, Aerospace and Defense (GAD) sales team. Selling a range of products into Public Safety, Transport, Utility, Defense, and Industry and other main verticals. As “Account Manager” you will be responsible to develop opportunities, maintain profitable and professional relationships with customers. Promoting new business opportunities and implementing long-term strategy. The main product focus is on RF Radio communications, Electronic Warfare and Avionics.

Duties & Responsibilities:

• Acquire new business opportunities within Government, Aerospace and Defense.
• Pro-actively engage with industry to identify new business opportunities and customers through networking and hunting and collaboration with partner companies.
• Cultivate strategic relationships with key customer stakeholders and develop a network of relationship with visionary and influential customers.
• Work with European tender processes, proposals / bid responses.
• Articulate VIAVI’s value proposition to end customers, in teamwork with the local sales resources.
• Be the voice of the customer against VIAVI’s technical department to drive enhancement and need of the market.
• Use the internal tools and provide accurate and timely sales forecast.
• Market research and understanding of competitive product portfolio is key to build and drive the VIAVI strategy for Central and East Europe.
• Close working relationship with all teams within VIAVI.
• As a strategy driver within the team in Central and East Europe you need to be a real team player aligning all involved parties.
• Anticipate any change in the market, customer needs and requirements that could impact the overall revenue target.
• Attend regional and national industry events as required.

Pre-Requisites / Skills / Experience Requirements:

• Must have ability to obtain a necessary security clearance as required.
• Bachelor’s or Master’s degree in Electrical / Telecom Engineering or Apprenticeship in equivalent area.
• Fluency in German and English (written/oral).
• Strong sales personality and ability to multi-task, prioritize and to be effective in high-pressure environments.
• Ability to build relationships with decision makers and strategic accounts in the region.
• Good strategic planner while able to be hands-on tactical in field, flexible and adaptable to work with a broad range of customers and internal sales teams.
• A technical background to include RF communications like DMR / TETRA.
• Working knowledge Electronic Warfare systems and/or Avionics know-how welcome.
• Excellent computer skills (MS Office Word, Excel, PowerPoint, Dynamics).
• Good organizational and cross-functional management skills.
• Excellent communication, sales, and writing skills required.
• Travel within region.

If you have what it takes to push boundaries and seize opportunities, apply to join our team today

• Acquire new business opportunities within Government, Aerospace and Defense.
• Pro-actively engage with industry to identify new business opportunities and customers through networking and hunting and collaboration with partner companies.
• Cultivate strategic relationships with key customer stakeholders and develop a network of relationship with visionary and influential customers.
• Work with European tender processes, proposals / bid responses.
• Articulate VIAVI’s value proposition to end customers, in teamwork with the local sales resources.
• Be the voice of the customer against VIAVI’s technical department to drive enhancement and need of the market.
• Use the internal tools and provide accurate and timely sales forecast.
• Market research and understanding of competitive product portfolio is key to build and drive the VIAVI strategy for Central and East Europe.
• Close working relationship with all teams within VIAVI.
• As a strategy driver within the team in Central and East Europe you need to be a real team player aligning all involved parties.
• Anticipate any change in the market, customer needs and requirements that could impact the overall revenue target.
• Attend regional and national industry events as required