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. We are also at the forefront of optical security – we bend light to develop and deliver optical solutions that provide security to the world’s currencies and safety and performance applications for consumer electronics and spectrometry.
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 has developed advanced fiber optic sensing technology used in the oil and gas industry to monitor wells and pipelines or in power utilities to monitor onshore and offshore cable condition and performance. This role is for a market development manager who works across transmission operators, engineering, construction, integrators companies including key market players to drive sustainable market growth in Eastern Europe, the Middle East, and ASIA for our fiber sensing portfolio. The successful individual will establish a funnel growth program, drive opportunities, address new applications and work on customer projects and tenders to meet our customer expectations on time. As part of this role, you will work within the Fiber Business Unit on product capabilities, feature enhancements, services, and roadmap to capitalize on market trends and demands.
The ideal candidate should have experience in positioning DAS (Distributed Acoustic Sensing) or fiber sensing solutions into the oil & gas or power & utility markets. You will help accelerate customer and ecosystem intimacy to exploit existing relationships and project opportunities across the defined segments.

Duties & Responsibilities:

• Build regional market penetration strategies and tactics for oil & gas or power & utility markets.
• Understands market dynamics and the key influences across the eco-system.
• Proven skills in business development programs and plans.
• Existing relationships with TSO, EPC, or system integrators in the target markets.
• Become a “Trusted advisor” to help influence positioning and portfolio adoption.
• Understands oil & gas or power & utility operating systems and asset management processes.
• Self-motivated business driver that is organized with excellent problem-solving ability.
• Ability to deliver presentations to customers, conferences and or seminars.
• Customer business case creation for executive consumption on solutions.
• Product/Solution or feature definition for market development.
• Establish and promote unique value propositions that set our solutions apart in the market.
• Ability to challenge current processes or methods based on technology and understanding.
• Respond and lead RFP, RFQ submissions tailored to the customers’ requirements.
• Exceptional at listening to understand customer requirements and translate/apply our value.
• Proven skills in working in a multi-cultural and fast-moving environment.
• Willing to travel for this role (max 50% time).

Pre-Requisites / Skills / Experience Requirements:

• Bachelor’s or advanced science or engineering degree required.
• Proven knowledge of fiber optics including sensing technologies such as DAS, DTS and DSS.
• Fundamental use case understanding in Oil & Gas pipeline or power & utility transmission systems applications.
• At least 5 years’ experience in the oil and gas market segment.
• Fluent in English with excellent oral and written communication and presentation skills.
• Full driver’s license.

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

• Build regional market penetration strategies and tactics for oil & gas or power & utility markets.
• Understands market dynamics and the key influences across the eco-system.
• Proven skills in business development programs and plans.
• Existing relationships with TSO, EPC, or system integrators in the target markets.
• Become a “Trusted advisor” to help influence positioning and portfolio adoption.
• Understands oil & gas or power & utility operating systems and asset management processes.
• Self-motivated business driver that is organized with excellent problem-solving ability.
• Ability to deliver presentations to customers, conferences and or seminars.
• Customer business case creation for executive consumption on solutions.
• Product/Solution or feature definition for market development.
• Establish and promote unique value propositions that set our solutions apart in the market.
• Ability to challenge current processes or methods based on technology and understanding.
• Respond and lead RFP, RFQ submissions tailored to the customers’ requirements.
• Exceptional at listening to understand customer requirements and translate/apply our value.
• Proven skills in working in a multi-cultural and fast-moving environment.
• Willing to travel for this role (max 50% time)