Viavi Solutions

Wireless Account Executive Sweden

VIAVI empowers Service Providers and IT organizations to manage the network lifecycle for complex 5G and Fiber networks with intuitive instruments, systems and technologies; and our expertise in light management and optical coatings help protect the world's bank notes from counterfeiters, enhance the colors you see, and enable advanced technology such as 3D sensing.We are a team of thought leaders who have the freedom to support and innovate and look for new effective and efficient solutions for our customers.

Based in Stockholm, Sweden, the appointed candidate will develop and lead execution of our Lab strategy primarily with Ericsson but also with service providers (Telia, Telenor, Elisa, Tele2) in the Nordic region and will be in charge of developing business for the wireless portfolio (TM500, Tera VM and CA5G) directly in this region. The candidate will also be responsible for sales of VIAVI’s Wireless BU product portfolio in these regions.

This is a direct selling strategic senior sales role, focusing on the key customers of VIAVI and also the sales territory and the candidate will be responsible for meeting or exceeding committed forecasts, booking targets, increasing market share and also gaining new product approvals within the accounts. Additionally, the candidate will provide support and will drive development of the VIAVI channels in the assigned territory.

Duties & Responsibilities:

Priorities:

  • A relationship-focused person having senior and executive relationships with Ericsson R&D, and product teams in Sweden & other global locations both in the radio and core network areas.
  • Relationships with Ericsson services team in EMEA region.
  • A hunter but with a strong focus on finding new opportunities and closing the deals.
  • Experience in selling high value >$200k wireless products to the service providers and network equipment vendors.
  • Be directly responsible for qualifying and closing VIAVI product and solution deals.
  • Define and execute Strategic Account Plans for the accounts in collaboration with VIAVI teams.
  • Will work and develop channel organization to increase VIAVI position with Wireless portfolio.

Duties and Responsibilities:

  • Achieve or exceed targeted bookings/quota objectives and new product approval targets while managing within the assigned budget constraints.
  • Build, Lead, Develop the Mobile Market and provide strong cross-functional leadership.
  • Establish, maintain and expand senior level relationships with key customer decision makers and influencers within the customers.
  • Qualify and close new sales opportunities for portable test equipment and service.
  • Build and maintain strong working relationships internally to enable cross-functional communication, opportunity development, new product development and joint problem solving.
  • Network effectively with other Sales Execs, Customer Service personnel, and Product organizations to provide responsive support to customers.
  • Possess a solid understanding of the test and management industry with emphasis on competitive differentiators.
  • Maintain thorough knowledge of company products/services.

Pre-Requisites / Skills / Experience Requirements:

  • Qualifications should include an undergraduate degree in Science or Engineering, or equivalent work experience.
  • Fluency in Swedish and English.
  • Based in Stockholm or be willing to relocate prior to beginning employment with VIAVI Solutions.
  • The KAM has more than 10-15 years of direct selling experience in technical sales, with an emphasis on Telecommunications and specially the Wireless market.
  • The candidate will also have advanced knowledge of Executive Alignment, Channel Partner Management and selling with channel partners experience, Sales Skill Development, Strategic Selling and Large Account Management.
  • Existing senior level relationships with Ericsson & with SP’s, network equipment vendors, small cell companies in Nordics.

Attributes:

  • Hunter with strong sales discipline to close the deals.
  • Strong relationship management skills.
  • Selling direct.
  • Strong Executive Relationship building skills.
  • Excellent verbal and written communication skills.
  • Integrity and Ethics beyond reproach. Ability to work under pressure.
  • Good business acumen.
  • Strong, supportive team player.