Rotational Account Manager. Graduate in Edinburgh, Scotland

Home Office, GBR

The VIAVI NSE Sales Early Careers program recruits the best and brightest University Graduates interested in pursuing a career in Sales. When you join the VIAVI Sales team, you'll be trained and mentored by some of the best sales professionals and sales engineers in the business. You'll earn a competitive salary with complete benefits, and that's just the beginning! Join us today and be at the leading edge of communication and networking technology.

Duties & Responsibilities:

You’ll begin your career with a year-long rotation through the VIAVI Network and Service Enablement (NSE) business, ultimately preparing you to work on one of our many Field Sales teams. You’ll collaborate with colleagues, customers and VIAVI Channel Partners to identify needs and position innovative software and hardware solutions for manufacturing, designing, deploying, and optimizing all types of networks.

Why choose VIAVI?

You are primed for success at VIAVI. We bring a vast and lucrative, industry-leading portfolio of products, solutions, and services that will be yours to represent: test and assurance solutions for wireline infrastructure and wireless networks; tools that ensure new phones will work on the network; cable TV system installation and optimization solutions; hyperscale data center security products; tools that enable aircraft to fly safely, and much, much more. VIAVI is everywhere you want to be. The world’s leading network equipment manufacturers, service providers, systems integrators, transportation companies, and private enterprises rely on products and services from VIAVI to drive reliability and profitability in their businesses. Through the VIAVI NSE Sales Early Career program, you’ll directly position our solutions to iconic communications brands.

Here’s how you’ll begin your journey with us:

As a contributor to the VIAVI NSE Sales Team, you will learn business processes and gain a grounded knowledge of communications infrastructure, networking technology, and why our customers rely on VIAVI to keep their businesses running. With those skillsets, you will work to uncover and develop new business opportunities within our Direct Sales and Channel Partner ecosystems as you begin building your technology sales acumen.

Your First Year at VIAVI:

During your first two to three months with VIAVI, you’ll participate in a comprehensive onboarding-to-sell curriculum including training and testing on:

• VIAVI Sales Methodology
• VIAVI markets and products
• Communications networking essentials

Then, you’ll move into an eight-month rotation where you’ll gain exposure to at least three VIAVI sales organizations/specialties that will provide you with exposure to both direct and channel partner selling models. In this rotation, your assignments will include:

• Understanding the process of lead flow and qualification of leads.
• Processing and creating leads in an efficient and timely manner.
• Creating quotes and managing opportunities.
• Supporting assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Managing channel partner/customer relationships by fostering excellent communication internally and externally.
• Selling through channel partner organizations to end users.
• Coordinating with VIAVI product business units to help generate revenue and increase leads.
• Coordinating the involvement of additional VIAVI personnel in selling initiatives (including support, service, and management resources) to meet performance objectives.
• Collaborating with the VIAVI marketing organization to devise and develop marketing programs and promotions that align with sales goals.
• Supporting assigned partners/customers by providing expertise and coordinating training sessions on products and procedures.
• Developing named account contacts and intelligence that will bring incremental revenue for VIAVI today and in the future.
• Developing partner contacts and intelligence that will bring additional revenue; serve as liaison between VIAVI and key personnel in assigned partner accounts.
• Establishing and developing productive, professional relationships with key contacts in assigned partner/customer accounts.
• Proactively assessing, clarifying, and validating partner/customer needs on an ongoing basis.

Pre-Requisites / Skills / Experience Requirements:

Do you have what it takes?

• Technical / Engineering degree or Masters at 2:1 level or above.
• Previous sales/customer service experience.
• Strong interpersonal, communication and presentation skills.
• Ability to work collaboratively and build lasting relationships, both internally and externally, which foster long term business growth.
• Customer first mentality: tenacious in solving partner and end customer problems and exceeding their expectations.
• Clear thinker and problem solver in complex situations; able to work under strict deadlines and balance varying priorities that exist at any one time.
• Strong working knowledge of Microsoft Office products (e.g., Excel, Project, PowerPoint, Word).
• Results-oriented, self-starter with abilities to work independently and remotely as well as with a team.