Sales account Manager L&P
Viavi Solutions · Gurugram
Summary:
Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.Duties & Responsibilities:
Strategic Sales Executive – India
AI Infrastructure | Network & Security Testing | Quantum
Location: Delhi NCR, India
Territory: Pan-India, with primary focus on North & West India
Experience: 8–15 years
Qualification: B.E./B.Tech in Electronics & Communication Engineering (ECE) or equivalent
Role Type: Individual Contributor
Role Overview
We are looking for an experienced Strategic Sales Executive to drive direct customer engagement and business development across India in the rapidly growing areas of AI infrastructure, data centers, networking, cybersecurity, cloud and quantum technologies.
Based in Delhi NCR, the role will have Pan-India responsibility, with a strong focus on Enterprise, Service Provider, Government and Defense accounts, particularly across North and West India.
The role requires a strong hunter mentality, technical curiosity and the ability to independently develop new accounts, build executive relationships and create opportunities in emerging technology markets.
Key Customer Segments
- Large Enterprise & Service Provider infrastructure/R&D labs
- AI Factories and Enterprise AI infrastructure
- Neo-cloud / GPU cloud providers
- Sovereign Cloud & Sovereign AI initiatives
- Datacenter and cloud infrastructure providers
- Government & Defense organizations
- Strategic technology and R&D labs
- Quantum technology organizations
Key target ecosystems may include govt labs, telecom operators, large enterprises and other strategic Government/Defense programs.
Solution Focus
Network Infrastructure Testing
- Ethernet / IP
- 400G / 800G / 1.6T
- AI networking / RoCE
- Datacenter and AI infrastructure validation
Network Security Testing
- NGFW
- SASE / SD-WAN
- Cloud security
- Security performance and scalability
Quantum & Quantum-Safe Technologies
- QKD
- PQC
- Quantum networking
- KMS and quantum-safe security testing
Key Responsibilities
- Independently develop and execute account and territory plans.
- Identify and acquire new strategic accounts and opportunities.
- Build relationships with CIOs, CTOs, CISOs, network/security architects, R&D and lab leaders.
- Develop new opportunities in AI Factory, neo-cloud, sovereign cloud and Government/Defense segments.
- Conduct customer meetings, workshops, technology discussions and executive briefings.
- Drive technical evaluations, POCs and opportunity conversion with internal pre-sales teams.
- Build and manage a strong sales pipeline and accurate forecast.
- Own the complete sales cycle from opportunity creation through closure.
- Develop long-term strategic customer relationships and expand account penetration.
- Work collaboratively with Sales Engineering, Product Management, Marketing and channel/technology partners.
Ideal Candidate
- 8–15 years of experience in technology sales.
- Strong background in networking, telecom, data center, cybersecurity or test & measurement.
- B.E./B.Tech in Electronics & Communication Engineering (ECE) preferred.
- Established relationships with Enterprise, Service Provider, Government/Defense or R&D/lab customers.
- Good understanding of networking, AI infrastructure and cybersecurity.
- Exposure to QKD, PQC or quantum networking is an advantage.
- Strong individual contributor / hunter with proven new-business development capability.
- Consultative selling and solution-selling skills.
- Excellent communication, presentation and executive engagement skills.
- Willingness to travel extensively across India.
Success in the Role
The ideal profile
A true hunter who can open doors, create opportunities where none exist, engage technical and executive stakeholders, and convert emerging technology needs into business.
The role is not primarily an account-maintenance position. Strong existing relationships are valuable, but the candidate must demonstrate a proven ability to prospect, penetrate new accounts and build a business from the ground up.
Core Market Charter
AI Infrastructure → AI Factory → Neo-Cloud → Sovereign Cloud
Network → Security → Data Center → Pre-Production Lab
QKD → PQC → Quantum-Safe Infrastructure
The ultimate objective is to create a new pipeline and customer ecosystem around next-generation infrastructure validation and testing.
Pre-Requisites / Skills / Experience Requirements:
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