Global Business Development & Sales Director, Government Aerospace & Defense

Summary:

Duties & Responsibilities:

About VIAVI Solutions

VIAVI is a global network and digital transformation leader in the testing, activation and assurance of telecommunications and wireless networks with the unsurpassed capability to test the efficacy, performance, and security of physical, virtualized and hybrid networks. We help our customers successfully monetize their 5G RAN / Core (O-RAN, cloud, MEC and Private 5G) assets and provide unsurpassed E2E visibility (assurance, ML, AI Ops) in order to provide the highest performing and secure networks at the lowest total cost of ownership.

• This is a sales role where you will own a quota and be responsible to deliver on key performance metrics.
• The Global Business Development Team works in alignment with the CTO Office, Marketing, Regional Sales and Product Line Management to drive effective new product/solution introduction across new wireless market segments. This is a sales role where you will own a quota and be responsible to deliver on key performance indicators.
• Responsible to develop and execute a set of comprehensive 5G, 6G, O-RAN and cloud lab to field customer strategies (leveraging sell-to, co-sell and partner selling) for new "white space" accounts or areas, including: Federal Government Aerospace Defense and Research and Education in the USA.
• Must have previous experience and success in these areas, including a detailed understanding of the complete ecosystem (government agencies, federal system integrators, buying centers, federally funded research centers, etc...). Well connected with documented understanding of ecosystem, partners, channels and their roles in the development and delivery of new solutions.
• Bring and manage all relevant VIAVI resources to sell the customer and be responsible for all aspects of follow up and closing on the deal.
• Manage all aspects of lab to field strategy execution at the customer - Provide continuous "voice of the customer" feedback to the BUs, CTO and Business Management Organizations on how to improve the VIAVI value proposition ( e.g. product bundles, product performance, cross BU roadmaps, etc.).
• Gather and provide intelligence on competing products/systems and competitors value proposition to BUs and the CTO organization.
• Strong technical background and understanding of wireless test and measurement technologies.
• Solid understanding of major network transformations and how VIAVI solutions can help customers overcome challenges and achieve goals for new service offerings.
• Background with positioning software OSS (inventory, fault, assurance, AI/ML) to carriers, enterprise and government agencies
• Track record of positioning complex solutions to customers that include several different lines of products (both hardware and software)
• Documented success in new business development, development of new GTM strategies, new markets, new logo acquisition, partnerships and revenue growth.
  
  

Pre-Requisites / Skills / Experience Requirements:

Ideal candidate would need to have the following characteristics to be successful:

• SALES EXPERTISE: This is a business development role, but the ideal candidate will have had a well established history of driving and closing business while reaching yearly objectives and expanding into new customers, new markets and new products.
• SALES AND OPPORTUNITY DEVELOPMENT: Proficient and successful in new opportunity development, prospecting, funnel creation, advancement and business closure.
• LEADERSHIP: This is a Director-level role working in a matrixed environment without any direct reports. A preferred candidate will have had management experience and / or shown strong leadership traits in order to build strong account strategies, set goals, motivate, communicate effectively, assign ownership across organizations and hold people accountable to support goals.
• BUSINESS DEVELOPMENT EXPERTISE: Hunter mindset, self-starter, driven, adaptable and operates with a sense of urgency. Proven background and success building new logos and opening new market verticals, including through prospecting, networking and using relationship skills to open new opportunities for VIAVI. Position includes the introduction of new solutions including the co-development of winning GTM strategies.
• TEAM PLAYER: Will be required to work effectively with VIAVI sales organizations along with managing opportunities that will require coordination across several internal organizations. Must have proven experience operating with broad teams to achieve goals and execute on account / market strategies.
• BUSINESS ACCUMEN: Comfortable and proficient with the business and technical impacts of wireless technologies across verticals and customers served. Can clearly demonstrate the ability to sell past technical requirements and into the economic drivers that help delivery positive business outcomes.
• SOLUTION SALES EXPERTISE: Proficient across multiple technology domains and / or ability to understand and position complex solutions to help customers solve critical business and technical problems.
• EXECUTIVE PRESENCE: Comfortable in executive level selling as well as engaging at executive levels within VIAVI. Ability to work effectively in multi-disciplined customer environments.
  
  

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

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Job Posting Pay Range:

139,300

to

258,700



Exceptional qualifications, experience and location may impact salary.  VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.