Summary:
VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications.
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 passionate 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.
The PNT EMEA Sales Manager is responsible for identifying, developing and growing our extensive portfolio of PNT products (positioning, navigation, and timing) for assigned accounts in Europe.
VIAVI Solutions’ PNT component capabilities bring value in Government / Aerospace, LEO Earth Terminal, automotive, industrial, medical, and consumer electronics applications.
This role reports to our EMEA Sales Director.
The market emphasis for this role is Government/Aerospace, and industrial segments – with a specific product focus on PNT-related solutions.

Duties & Responsibilities:

• Prospect to identify and qualify potential customers. Develop leads through referral channels and cultivate new key accounts.
• Establish relationships with key technical authorities and be the voice of the customer within VIAVI.
• Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design-in cycle.
• Possess strong technical competency in PNT solutions in order to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer’s application.
• Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
• Anticipate any change in the market, customer needs and requirements.

Pre-Requisites / Skills / Experience Requirements:

• 3+ years’ experience in developing and managing OEM accounts.
• 3+ years’ experience in PNT products in a technical sales role.
• BS degree in physics, engineering (EE, CSE) or another relevant technical field. MBA is a plus.
• Familiarity with the Government prime contractor procurement process.
• Ability to obtain and hold a Secret Clearance.
• Experience in applications of various PNT-related components and modules, or timing circuit design highly desirable.
• Successful past performance in sales/capture/business development in commercial sectors (e.g., developing customer relationships, developing a qualified pipeline, and building industry relationships).
• Demonstrated ability to build relationships with high level technical and business managers at key customers.
• Self-starter, strong interpersonal skills, able to communicate easily and effectively with customers as well as within the organization.
• Track record of managing customer accounts, from initiating contact, to managing relationship during development projects, and to negotiating purchase orders.
• Travel 50% of the time.

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

• Prospect to identify and qualify potential customers. Develop leads through referral channels and cultivate new key accounts.
• Establish relationships with key technical authorities and be the voice of the customer within VIAVI.
• Manage pipeline of opportunities from current and prospective customers to ensure revenue goals are achieved. Includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure funnel opportunities progress through the design-in cycle.
• Possess strong technical competency in PNT solutions in order to understand customer design challenges and, in response, develop and propose a VIAVI solution that leverages our unique capabilities to deliver unprecedented value in the customer’s application.
• Utilize CRM to input accurate sales forecasts and track progression of sales funnel from identification to design win.
• Anticipate any change in the market, customer needs and requirements