Technical Sales Account Manager, Vietnam

Viavi Solutions · Singapore

Apply on the company website

Summary:

Duties & Responsibilities:

Key Market & Technology Areas

The candidate will develop business across:

• Fiber Optics & Optical Connectivity
  • Optical transceivers and modules
  • Optical connectivity and components
  • Active and passive optical devices
  • High-speed optical interfaces and emerging optical technologies
• High-Speed Networking
  • Ethernet and high-speed networking
  • Network switches and network devices
  • High-speed data center connectivity
  • Networking device validation and manufacturing test
• Security Testing
  • Network security devices and platforms
  • Security testing and validation
  • Secure networking and emerging security technologies
  • Quantum communication and quantum networking

Customer Segments

Primary focus will be on:

• R&D laboratories and engineering organizations
• NPI and product development teams
• Optical component and module manufacturers
• Networking equipment manufacturers
• OEMs and ODMs
• Contract manufacturers / EMS
• Telecom and service-provider technology labs
• Universities and technology research institutions
• Government and defense-related technology organizations, where applicable

Key Responsibilities

Sales & Business Development

• Develop and execute a Vietnam territory sales strategy for assigned technology segments.
• Identify and develop new customers, opportunities and applications with a strong hunter mindset.
• Build and maintain relationships with engineering, R&D, NPI, manufacturing, procurement and senior management.
• Develop new accounts while expanding business within existing strategic customers.
• Own the sales cycle from prospecting → qualification → technical engagement → PoC/evaluation → proposal → negotiation → closure.
• Develop a healthy sales pipeline and achieve assigned revenue and growth targets.
• Identify emerging market opportunities and establish early engagement with customers.

Technical / Presales

• Understand customer test and measurement requirements and translate them into appropriate technical solutions.
• Conduct customer presentations, technical discussions, demonstrations and solution workshops.
• Work with application engineers and product teams to develop customer-specific solutions.
• Support PoCs, evaluations and competitive benchmarking.
• Develop strong technical relationships with customer engineering and R&D teams.
• Maintain sufficient technical depth across optical, networking and security testing technologies to engage effectively with customers.

Channel Management

• Develop and manage selected channel partners across Vietnam.
• Enable channel partners through product training, opportunity development and joint customer engagement.
• Build a disciplined channel pipeline and ensure effective opportunity management.
• Work jointly with channel partners on strategic accounts and new customer acquisition.
• Ensure channel activities are aligned with territory strategy and business objectives.

Market Development

• Identify new applications and technology trends in optical connectivity, high-speed networking, security and quantum technologies.
• Develop relationships with emerging technology companies and R&D organizations.
• Track competitor activities, market developments and customer investment plans.
• Provide regular market intelligence and customer feedback to sales and product management teams.

Pre-Requisites / Skills / Experience Requirements:

Education

• Bachelor's degree in Electronics & Communication Engineering (ECE) or a closely related engineering discipline.
• Additional technical qualifications in optical communications, networking or security will be an advantage.

Experience

• 5+ years of experience in technical sales, application sales, presales, business development or a related customer-facing technical role.
• Experience selling test and measurement solutions is highly preferred.
• Experience in one or more of the following areas is desirable:
  • Fiber optics / optical communications
  • Optical components or transceivers
  • Networking / Ethernet
  • NPI / manufacturing test
  • R&D laboratory solutions

Key Competencies

• Strong hunter mindset with demonstrated ability to develop new accounts and create opportunities.
• Highly proactive, self-driven and entrepreneurial.
• Strong technical aptitude with the ability to understand complex customer requirements.
• Excellent presentation, communication and negotiation skills.
• Ability to engage with both engineering teams and business decision-makers.
• Strong channel management and partner-development skills.
• Ability to work independently while collaborating effectively with regional and global teams.
• Strong pipeline management and sales execution discipline.
• Willingness to travel extensively within Vietnam.
• Fluency in Vietnamese and English is required.

Success Criteria

Success in this role will be measured by:

• New customer acquisition and hunter-led revenue growth
• Achievement of annual sales and bookings targets
• Growth of Fiber Optics, Networking and Security testing business
• Development of NPI and R&D opportunities into production business
• Creation and conversion of a strong qualified pipeline
• Successful development and activation of channel partners
• Growth of strategic accounts and new applications
• Early identification and capture of emerging opportunities in optical, high-speed networking, security and quantum technologies

Ideal Candidate

The ideal candidate is a technically curious, customer-focused and highly proactive sales professional who can open doors, understand complex engineering requirements, bring the right technical resources together and drive opportunities through to closure.

This is a high-growth, individual-contributor role requiring strong ownership, entrepreneurial thinking and the ability to operate effectively across customers, channel partners, presales and global product teams.

More jobs at Viavi Solutions · Sales & Business Development jobs in Singapore