Business Development Executive – Ethernet Assurance and Remote Fiber Test Systems

VIAVI Solutions is a global provider of network test, monitoring and assurance solutions. The Business Development Executive will be responsible for driving sales of Ethernet Assurance and Remote Fiber Test Systems, focusing on customer engagement and market trend analysis to position Viavi products effectively within the North American Service Provider and Hyperscale ecosystems.

Responsibilities:

• Drive year over year sales growth in target customers and segments
• Drive product approvals within key customer accounts and target markets
• Be the Subject Matter Expert for supported products, applications and technologies
• Present to a wide variety of audiences, including Users, Managers, Directors and VPs
• Present product, technology and application presentations and value propositions to customers and sales colleagues
• Assist Product Management and Development in identifying and prioritizing solutions required to meet customers’ demands
• Develop compelling applications that align with market and customer trends
• Identify and qualify new business opportunities, create customer business cases (ROI)
• Present a new technology and test solution, introduce a new product/concept to our customers
• Collaborate with Sales Account Managers colleagues, updating them on new product features, applications and value
• Provide Product Feedback to our Business Units, on behalf of the customer, represent the ‘Voice of the Customer’
• Facilitate a Field Evaluation
• Organize and Deliver a Product Roadshow
• Conduct a compelling product demo
• Map an ecosystem (Account, Segment) and define the sales opportunity per segment
• Assist Viavi’s marketing organization in developing sales collateral and value propositions used by our sales teams
• Speak at industry events, work at a trade show
• Travel Required – 50%

Requirements:

• Knowledge of today's Ethernet/IP and Fiber Network architectures and services used in today's Service Provider and Datacenter networks
• Understanding of network architecture, equipment and services as it relates to Ethernet/IP and Fiber, in both the Wide Area and Local Area Networks
• Knowledge of today's WAN telecom network architectures, including Datacenters, Central Offices and Hub environments and facilities
• Ability to coordinate with R&D, marketing, and sales, to align solution offerings based on customer challenges and market demand
• Experience selling to the Service Provider, Datacenter and Contractor ecosystem
• Experience in prospecting, finding, and engaging new customers
• Knowledge of the installation and commissioning process of equipment, Fiber and Ethernet/IP Services
• Strong Test and measurement knowledge relates to the building, construction, maintenance and troubleshooting of the above-mentioned services
• Experience in Solution Sales, covering multiple customer organizations and influences, with the ability to align different priorities and needs gain consensus amongst stakeholders
• Knowledge of Ethernet/IP and Fiber network equipment, including Routers, Switches, ROADMs, DWDM, NIDs, ROADMS etc
• Deep Knowledge of Ethernet/IP test standards and QoS metrics including RFC2544, Y.1564, TWAMP, RFC6349, Y.1731, Packet Loss, Latency, Jitter, Throughput and Bustability etc
• Knowledge of Ethernet/IP technologies including Layer 1 through Layer 4 of the OSI stack
• Proven Knowledge of Fiber Optic technologies and test concepts, including, OTDR, OSA, ORL, Attenuation, Insertion Loss, Fiber Inspection, DWDM, PMD, CD, CWDM and Optical Fiber Monitoring
• Knowledge of physical on-site hardware installation, software integration experience and know-how is required
• Knowledge of Test and Measurement concepts for the Activation and Maintenance of Ethernet/IP and Fiber networks
• Understand challenges during the installation, maintenance and network migrations in any Ethernet/IP or Fiber Optic domain
• Proven experience in using/pre-sales technical support with major vendors and Test and Measurement equipment vendors
• Strong ability to bridge communication between technical engineering and customer management stakeholders
• Familiarity with Cloud environments and technologies such as Virtual Machines, Azure, AWS and GCP