Business is business, but at the end of the day customers become like family.
The “Together with VIAVI” blog series features some of the many talented, diverse, and often spirited people across the company, bringing their best to you – our customers and partners – every day. Your success is our success and we are delighted to be on this journey with you!
Title: EMEA Central & East Europe Sales Manager
What is your current role, and what brought you to work at VIAVI?
I’m currently the Sales Manager for VIAVI Central and Eastern Europe regions. I started with VIAVI in 2016 as a Channel Partner Manager supporting our Channel Partners in Central Europe. In my current role I am responsible for the overall sales (direct and via the channel) in Central and Eastern Europe where I manage a team of 12 in Eningen, Germany.
My relation to VIAVI started earlier than 2016. I was initially distributing ex-JDSU products in Germany for almost 15 years. I used to work for a long-term VIAVI channel partner before I joined the company. At the time when VIAVI upgraded its go-to-market strategy and developed an official channel program (Velocity), I stepped into the role and greatly expanded its scope. I provided knowledge about the telecoms in the region, together with a real-life understanding on how channel partners work – me having been one of them. It was the perfect fit and it continues to feel that way!
How do you help customers, and what is your proudest moment?
Business is business, but at the end of the day, customers become like family. In times when everything seems automated, being able to listen and being empathic is one of attributes that customers really resonate with. Leveraging soft skills effectively into a conversation with a customer has been successful in this environment. I find that when I engage, asking for further clarification on a topic, the result is an unfolding of much deeper conversations.
The concept of “the psychology of sales” is about listening carefully to customers to understand how they are emotionally impacted by a situation or a demand. This deeper understanding can change the course of a discussion or negotiation.
My value-add to our customers is how, through my previous experience, I put the puzzle pieces together. I use my time spent in the trenches doing splicing and measurements and my interactions with all major service providers in the region to bring a good understanding of the contractor ecosystem for passive and active network components. I am passionate about bringing together many different personalities and finding a common solution to a challenge while always keeping our customers and partners at the forefront. Our customers can become specialists in network test and measurement. With simple to use, yet sophisticated instruments, ranging from DSL, Fiber, to Ethernet and 5G, it is easier than ever for you to succeed.
I can share two of my proudest moments, both are associated with metrics. The first proud moment is when I won my first big deal against all other competition and a second one was during a sales meeting after one of my current team members told me he is proud to be part of the team, because it just feels like family. There is really nothing better than hearing that from a team member!
What would people be surprised to learn about VIAVI?
The team/family spirit at VIAVI is something unique given the size of the company. Most of the time we plan and act like a strong and unified entity, where steep, top-bottom hierarchies do not exist. You never feel alone at VIAVI, and that’s a fact.
We also started quite early with offering flexible and remote working opportunities, which make it possible to recruit great talents from all different cultures and places.
You can read more about VIAVI Customer and Partner Champions on the “Together with VIAVI” website.