Summary:

Duties & Responsibilities:

Statement of Overall Accountability & Responsibility:

• Meet & Exceed Sales Targets. Develop a healthy pipeline.
• Build, Develop, Motivate a best-in-class sales force.
• To lead, plan, manage, and coordinate the operation of the Sales organization.
• Perform the role of a Client Relationship Manager managing key Executive (COO, CTO, CEO) relationships with Operator and Network Equipment Manufacturers.
• Setup appropriate Channel(s) to drive penetration and growth
• To manage the training, coaching and motivation of employees and partners to successfully deploy the Company employment policies and procedures. To lead the development of the Company’s strategic marketing plan.
• To take responsibility for the business forecasts, assist in formulating business budgets and ensuring that sales budgets and profit forecasts are achieved.
• 50% or more customer facing time. 
• Collaborate with Business Units and other Functions to ensure we do good, profitable business and establish the best Customer experience. 
• Conducts performance assessment of all sales staff, implements an appropriate incentive scheme, initiates professional development schemes and prepares managers for greater roles of responsibility
• Site Lead for Viavi Japan office

Core Competencies:

• Conceptual thinker who can understand complex multi topology network environments and provide appropriate test recommendations. Strong Wireless / Service Assurance background.
• Extensive experience in leadership and people management skills
• Ability to manage company sensitive information
• Able to mentor sales team
• Superior verbal and written communication skills. Superior interpersonal skills with the capacity to build rapport with customers/clients.
• An innovative and proactive approach
• Highly developed time management skills with the ability to manage and deliver business solutions
• Strong business acumen and ability to do business case and market analysis
• Visionary and solution-orientated. Strategic thinking and alignment.
• Excellent negotiation skills.
• Ability to solve complex problems and make decisions 
• Flexible and adaptable to change

Core Experience:

• Tertiary qualifications combined with proven experience in marketing and sales within telecommunications or data communications industry, with a Wireless Industry background.
• Demonstrated advanced skills developed in areas of corporate sales, management, business planning and time management
• In depth knowledge of market competitors within specified sales territories, selling strategies, sales personnel and product differentiators
• Experience in working with key account managers to direct customer business strategies to align with  Company business strategies
• Ability to predict competitive moves in sales situations and effectively counter these moves
• Experience in performing root-cause analysis and propose solutions to identified problems
• Knowledge of practice methods needed to attract, motivate and retain a successful sales team
• Able to accurately understand clients needs and develop appropriate solution packages
• Mastery over a large variety of product specification and applications
• Strong client relationship and account management skills.
• Ability to articulate technical concepts in detail to any audience
• Computer Literate in Word, Excel & Lotus Notes
• Superior communication & negotiation skills in both English and Japanese language
• Ability to independently plan and organise own activities – ability to cooperate with colleagues and managers to effectively prioritise and deliver what is expected. 

Qualifications:

• Business and/or engineering related degree required.
• Minimum of 10-15 years of experience related to sales development and management with a history of success in a high technology environment.
• Proven track record and success of building and leading organizations in a high performance environment.
• Proven sales track record – target accomplishments.
• Demonstrated Client Relationships at executive level.

Pre-Requisites / Skills / Experience Requirements: