Summary:
Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
Duties & Responsibilities:
Job Description Regional Sales Manager
Title: Account Manager
Location: Bangalore/India
Experience: Relevant 8 - 12 years
Major responsibilities:
- Develop, cultivate & maintain highly productive, as well as exceptional professional relationships with the strategic account sections key personnel.
- Appropriately coordinate company personnel involvement in strategic account management, especially in service and support resources, to ensure account performance objective of Viavi is met and to ensure complete customer satisfaction.
- Ensure assigned accounts meet with company's strategic objective.
- Properly validate, clarify, and assess needs of customers on an ongoing basis
- Spearhead the effort of the company in solution development to ensure customers needs are properly addressed.
- Fulfil the assigned quota of sales earlier designated on any strategic account
- Achieve the expectations for complete profitability on the assigned accounts.
- Ensure the customer holds the company in high esteem, which is depicted by high customer's satisfaction ratings.
- Work with other members of staff like service resources staff members, implementation resources experts, sales specialists, and varieties of other management and sales experts in Viavi.
- Liaise with those at Customer Service department for complete fulfilment of customer satisfaction and to effect quick problem resolution.
- Coordinate executives of the company and their contributions to customer management.
- Conclude with company objectives on assigned accounts within the time stipulated. Direct sales to Viavi's strategic account within India.
- Create a clear growth strategy for the Strategic accounts through in-depth market & customer analysis.
- Prepare, articulate and define value propositions to the end customers.
- Work with internal resources to prepare proposals with the highest levels of technical and commercial integrity for presentation to the end customer.
- Drive and maintain the strategic account plans and manage forecasts and accuracy.
- Build credibility and trust with the customers.
Manage the sales lifecycle, negotiate efficiently and effectively to ensure successful closure.
- Additional Activities would Involve:
- Seeking out new business and maintaining existing business in the strategic accounts.
- Build strong relationships at all levels within key customers to facilitate execution of our strategy.
- Creation and execution of a strategy to drive VIAVI's relationships with the strategic accounts and increase the volume of business.
- Develop tactics that effectively blocks competition.
- Enable technical readiness of our support team in the Strategic account and proactively building their skills base.
- Work closely with our product teams to increase overall business.
Requirements:
University degree or relevant tertiary qualifications in a technical discipline. Bachelor's degree / Master's degree in Electronics, telecommunications is preferred.
- 8 to 12 years of working experience in strategy sales and account management, which must have been in sales related environment.
- High level of Personal Computer proficiency
- Ability to cope with extensive traveling.
- Success in background check performed by the company.
- High level of inter-personal relationship and good communication skills, both in written and verbal
- Ability to meet up with targets within stipulated time period.
- Membership of related organizations gives added advantage.
- Good knowledge and understanding of a number of business-related software.
- Desire to perform in rather flexible working environment.
- Senior B2B sales experience as well as strategic account management or relevant experience with a systems integrator or reseller distributor, ideally within the test and measurement or telecommunications or IT services space.
- Track record of deals won through the use of consultative or solution selling skills.
- Strong business acumen, coupled with highly developed sales management and negotiation skills.
- Demonstrated the ability to analyze issues from various perspectives together with an ability to build strong relationships with stakeholders and customers.
- Demonstrated an ability to lead virtual teams.
- Excellent presentation skills.
- At least 8+ years Sales experience in Networking/Telecom market.
- Strong oral and written communication skills in English; Strong negotiation and communication skill. Should have an effective relationship with Key decision maker within the accounts.
- Should be good in 4C's :Create, Cover, close and collect.
- Should have the good knowledge of technologies Ethernet/IP/applications, ROCEv2, cloud, SDN/NFV, and Security.
- Should have market segment knowledge & good understanding of enterprise , telecom and DC/cloud ecosystem.
Other Requirements --
- Honest, self-disciplined, highly self-motivated, well organized and true team member.
- Good knowledge of commercial terms should have good deal closing track records.
- Assist in the development and implementation the marketing plans as needed.
- To prepare the techno-commercial proposal.
- Adhere to all company policies, procedures and business ethics codes and ensures that they are implemented.
- Provides quality leadership for VIAVI's customers in all assigned tasks, while upholding VIAVI's values at all times; inclusive of constructive problem solving, facilitating creative improvements, and inspiring others.
- Evaluate market trends and gather competitive information, identify trends that effects current and future growth of sales and profitability. Disseminate information to regional sales representatives, corporate marketing and sales operation.
Pre-Requisites / Skills / Experience Requirements: 
