Key Account Manager Germany (Deutsche Telekom AG / Vodafone / OXG)

Summary :

VIAVI (NASDAQ : VIAV) has a 100+ year history of technical innovations that have evolved to keep pace and address our customers’ most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses and data centers. VIAVI is also a leader in high performance thin film optical coatings and engineered diffusers, providing light management solutions to anti-counterfeiting, consumer electronics, automotive, defense and instrumentation markets.

We are the people behind the products that help keep the world connected – at home, school, work, at play, and everywhere in between. VIAVI employees are fierce about supporting customer success and we welcome people who bring their best every day to the company - to question, to collaborate and to push for solutions that will delight our customers.

Duties & Responsibilities :

Growing business inside the named key accounts.

Selling and marketing of products and systems with complex application at DTAG.

Acting as the “Voice of the customer” towards business units and being the recognized “Voice of VIAVI” to the customer.

Building and maintaining sustainable relationships with decision-makers and influencers.

Creating and managing execution of strategic account plans, which incorporates identified cross-sell opportunities, technology trends, competitive factors, and tactical action plans.

Ensuring that the customers’ and account needs are considered and implemented in applicable Business Unit product strategies.

Facilitating initiatives to increase customer satisfaction and buy-in.

Working in collaboration with Business Development, Engineering, Operations, Program Management and other groups within the business units to ensure business and customer success.

Demonstrating strong communication skills and having the ability to interact with and convince all levels of both the customers and within the VIAVI organization.

Tracking, reporting, and managing internal customer metrics as coordinated with Business Development and Sales teams.

Pre-Requisites / Skills / Experience Requirements :

Bachelor’s or Master’s degree in Telecommunication or Electrical Engineering.

More than 5 years experience in dealing with major international customers / accounts in test & measurement industry (e.g., manufacturer, service provider, contractor) in appropriate functions / positions.

Technical related sales person with several years experience in strategic sales.

Experience with creating and analysing business cases.

Excellent communication skills and fluency in German and English.

Empathic personality to build up strong customer relations.

Project management experience and good presentation skills.

Experience with CRM systems.

Innovative, creative, flexible and self-reliant team player.

Having the talent to build long-lasting relationships from technicians to C-Level.

LI-remote