France Account Executive – EMEA Lab & Production Sales

Summary

VIAVI Solutions is recruiting for a talented and high‑energy Account Executive to join its EMEA Lab & Production sales team. We seek people who enjoy helping our customers to achieve their most ambitious business goals. Equipped with a strong “can‑do” attitude, you will build lasting customer relationships, aiming for mutually beneficial strategic business partnerships. You will represent selected parts of the VIAVI Lab & Production solutions, including our High‑Speed Ethernet (HSE) portfolio, with access to a wide customer base in the region. The GTM strategy applied includes direct account management and indirect selling via local sales channel partners. Target customers include the world’s leading manufacturers and technology solution providers in Telco & Data Center networking, optical components, and cyber‑security domains. Additional target vertical markets include universities, enterprises and defense segments. VIAVI provides industry‑leading innovative solutions that designers and production engineers can rely on when testing their designs for highest quality and performance.

You will be based in France, reporting to the Director of Sales EMEA Labs & Production, working closely with cross‑regional sales team members, channel partners, marketing and product line management. With your experience selling test‑and‑measurement solutions, you will command the entire sales process from prospecting to closing, disciplined reporting and forecasting being part of your weekly routine.

Duties & Responsibilities

• Develop and execute sales plans and strategies for the target region – France.
• Engage early with target accounts’ R&D, hardware/software development teams to introduce VIAVI’s product portfolio and key value differentiators.
• Qualify customer requests and determine the appropriate products and solutions to offer. Understand customers’ pain points and challenges by adopting a tone that allows their challenges to be discussed openly.
• Support channel partners as a trusted advisor and solution‑selling expert in the region.
• Use metrics for active funnel management to drive focus on prospecting, sales opportunity development, and sales booking growth.
• Participate in sales forecast meetings and prepare and maintain forecast data in CRM.
• Build, communicate and maintain the regional sales plan, proactively managing recovery actions when deviations occur.
• Build alignment among key customers, industry stakeholders and network up to C‑level.
• Voice the customer for VIAVI’s global product line teams to drive continuous solutions evolution and alignment with local market needs.
• Take full ownership of driving sales bookings and achieving set sales objectives.

Pre‑Requisites / Skills / Experience Requirements

• Bachelor’s or university degree in optics, electronics engineering, telecommunications/communications engineering or a combination of education and equivalent experience.
• Minimum of 5 years of experience in direct account selling and management. Experience working with sales channels is a benefit. Demonstrated success in achieving and overcoming set goals regularly.
• Good listening skills and ability to shift customer mindset from challenges to understanding the value we can offer.
• Knowledge of the region’s technology market, customer verticals and T&M industry trends, and active monitoring of evolutions.
• Technical working experience and/or understanding of IP/optical high‑speed networking fundamentals, underlying technologies and market drivers.
• Demonstrated leadership skills to establish and maintain relationships with customers and sales channels, and ability to develop and implement joint strategies and build synergistic win‑win relationships.
• Ability and willingness to lead internal cross‑functional global win teams in a diverse and complex business environment.
• Outgoing with strong social skills, self‑starting, proactive, creative and detail‑oriented.
• Strong communication skills in speech, writing and presentations.
• Willingness to travel within the region up to 50% of the time.
• Fluent in French and English.

Preferred Qualification

• Protocol test solutions market knowledge in optics, optical transport, L2‑L3 Ethernet/IP transport, L4+ application layers.
• Cyber‑security testing solutions and services domain expertise.
• Understanding of modern data center and AI factory architecture, core concepts and technologies.
• Training in solution‑selling methodology such as Miller‑Heiman, Customer‑Centric Selling, Solution Selling, Challenger Sales.

About VIAVI Solutions

VIAVI Solutions (NASDAQ: VIAV) has been pioneering solutions to enhance communication technologies for 100 years. We help our customers around the world optimize and maintain many of the world’s largest and most complex networks. Behind all the data that moves around the globe are VIAVI employees who see the big picture and can untangle the complexities of global networks.

Visit our website for more information on Lab & Production solutions portfolio: