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Summary:

Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.

Duties & Responsibilities:

VIAVI is seeking Account Manager – Sales to maximize profitable sales of VIAVI products for Network Visibility, Automation and Optimization domains within Indian sub-continent. You will develop a yearly sales plan for the given territory that is updated quarterly, provides inputs for sales programs, demo equipment, resources, time management, key accounts, training, etc. that will enable the order plan to be met. Moreover, you will establish annual product and sales objectives by analyzing trends, forecasting and developing annual sales metrics for regions and territories, projecting expected order volume for existing and new products.

In this individual contributor role, you will be carrying the annual sales target and could be based at VIAVI Gurgaon or Mumbai or Bangalore office.

In this role, you will be responsible for:

  • Managing the India territory for the business development and sales.
  • Achieving or exceeding targeted bookings and market share objectives.
  • Aligning the Solution Consultant teams and Channel Partners responsible for the various customers in the territory towards a common objective.
  • Developing and evolving the channel partner’s network to adapt to market requirements and maximize success.
  • Creating quarterly / yearly direct and indirect Territory Plans and Strategic Account plans for the major customers in Territory. Leading execution of plans and reviewing progress.
  • Identifying potential new areas and growth opportunities. Assembling / incentivizing cross functional resources to succeed.
  • Rolling up monthly bookings forecast for the Territory.
  • Improving key business indicators such as funnel add, funnel conversion, funnel coverage, bookings velocity and others.
  • Ensuring continuous "voice of the customer" feedback is provided to the Business Units to align roadmaps to win market share.
  • Gathering and providing market intelligence on competing products / systems and competitors in the Territory.
  • Personal engagement with key customers, and channel partners at customer’s executive and management levels to achieve competitive advantage.
  • Meet with CxOs, VPs, Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts.
  • Identify and close quick, small wins while managing longer, complex sales cycles.
  • Keep MSD opportunities updated including close date, next steps, and forecast stage.
  • Working with other team members, position and conduct proofs of concept that address customers business driver.
  • Understand customers’ procurement process in detail and purchase approval process.
  • Prioritize opportunities and apply appropriate resources.
  • Understand strengths / weaknesses of the competition to position and defend VIAVI.
  • Ability to prepare reports and use of appropriate mode of communication for Quarterly Business Reviews.
  • Identifying and evaluating new product requirements and current product upgrades/ modifications based on inputs from customer contacts and industry technical specifications.
  • Cold calling, product positioning, developing customers, conducting product demonstrations and training for customers.
  • Monitoring and evaluating to drive performance by developing and maintaining a customer database and product sales history. 
  • Creating quotes and maintaining detailed activity records in company provided CRM.
  • Ability to travel monthly approximately min. 70%.

Pre-requisites and Skills:

  • Extensive experience in telecom / IT sales ~ 7-10 years.
  • Experience with funnel management and sales forecasting.
  • Strong business acumen skills along with a solid technical background and understanding of Operation Supporting System (OSS), Assurance Solutions and AI/ML products.
  • Solid understanding of telecom network, technologies and processes.
  • Be able to articulate the key business drivers and return of investment model (ROI).
  • Ability to build relationships with key customer decision makers, including executive engagement and alignment.
  • Strategic Selling – demonstrated ability to grow existing and new accounts.
  • Strong persuasive interpersonal skills with the ability to effectively communicate with internal and external stakeholders.
  • Proven successful track record of exceeding sales quotas. Must have closed at least one OSS deal in the last 12 months.
  • Success closing net new accounts while working existing accounts.
  • Ideal candidate needs to possess the following personal characteristics to be successful:
  • Results oriented and focused on goals.
  • Strives for “exceptional” above average.
  • Inspirational approach in the face of adversity. Tenacity in the face of competitors.
  • Strong analytical and problem-solving skills to provide innovative sales solutions.
  • Strong relationship management skills.
  • Good organizational and cross functional management skills.
  • Team Player.

Pre-Requisites / Skills / Experience Requirements:

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Confirmed 5 hours ago. Posted 30+ days ago.

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