Global Account Manager at Viavi Solutions in San Jose, CA

Global Account Manager Location: San Jose, CA USA Summary: VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications. 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 passionate 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: Viavi Solutions is seeking an experienced Global Account Manager to drive revenue growth and expand market share within a highly strategic customer. This role is responsible for building deep executive relationships, developing long‑term account strategies, and managing complex sales opportunities across multiple business units. The ideal candidate brings a strong track record in strategic or key account management, combined with technical acumen and the ability to influence cross‑functional teams in a high‑visibility environment. Key Responsibilities Develop and maintain strong, trusted relationships with executive stakeholders and key decision‑makers across multiple business units within the assigned strategic account. Leverage an established executive network to identify, position, and close strategic growth opportunities. Develop a deep understanding of the customer’s business model, product portfolios, target markets, and long‑term strategic priorities. Navigate and influence the customer’s decision‑making, budgeting, and procurement processes to advance opportunities effectively. Own revenue generation and quota attainment for the assigned strategic account and territory, with full accountability for pipeline development and deal execution. Manage complex sales opportunities from qualification through closure, including preparation of proposals, pricing, presentations, and contract negotiations. Maintain accurate opportunity management, forecasting, and close‑date integrity within the CRM system. Coordinate closely with Sales Engineering to support technical evaluations, proofs of concept, and pre‑sales activities. Lead and drive customer technical and business discussions, demonstrating a working understanding of customer’s business units, architectures, and product requirements. Translate customer requirements and strategic direction into clear internal inputs for Product Marketing, Engineering, and other cross‑functional teams. Facilitate post‑sales engagement, including customer onboarding, training coordination, and ongoing relationship management to ensure long‑term satisfaction and growth. Apply strong problem‑solving skills to develop innovative solutions that align Viavi’s portfolio with customer needs and strategic objectives. Pre-Requisites / Skills / Experience Requirements: Qualifications Required Qualifications 8+ years of experience in strategic or enterprise sales within the telecommunications, networking, or test & measurement industry. Proven track record of consistently meeting or exceeding annual sales quotas in complex B2B environments. Demonstrated experience selling into large Network Equipment Manufacturers (NEMs) or enterprise customers. Strong understanding of high‑speed Ethernet technologies, data center networking, cloud and virtualized environments, and AI‑driven infrastructure. Solid knowledge of service provider and enterprise test scenarios and how networking products are validated in real‑world deployments. Ability to engage both technical and business stakeholders and translate customer requirements into value‑based solutions. Strong understanding of competitive landscapes and the ability to differentiate offerings effectively. Excellent verbal, written, and executive‑level communication skills. Preferred Qualifications Experience selling similar solutions at companies such as Keysight or other test and measurement vendors. Familiarity with working large customer ecosystem and experience supporting multiple business units within a large customer organization. Knowledge of Viavi test and assurance solutions, including Viavi Test Center, Avalanche, CyberFlood, and automation capabilities. Experience with timing and synchronization solutions, including Calnex tools, and the ability to position integrated, end‑to‑end architectures. Exposure to test automation, scripting, or migration from competitive tools within NEM or enterprise environments. Experience collaborating closely with Product Management and Marketing teams to align product roadmaps with strategic customer requirements. 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: 117,600 to 218,400 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.