I help our customers become smarter! ?

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!

Name: Hiram Martínez

Job Title: Solutions Engineer for LatAm (Cable)

Country: México

How long have you been with VIAVI, and what do you do here?

My story with VIAVI actually started at Trilithic (an electronic test equipment company) in 2017. I had only been at the company for 2 months when we were informed that the company had been sold to VIAVI. Because I came from a similar experience, the first thing I thought was “Oh no, not again!”, but definitely, this time the story is different. VIAVI welcomed me with open arms and since 2018, I am part of this excellent team!

I am a Solutions Engineer (SE) and my job is to support sales managers in promoting our products in Latin America; from Mexico to Argentina. At the beginning, I focused on Trilithic equipment, but now I oversee the entire Cable and Fiber portfolio for Cable TV companies.

Describe the best part about how your role positively impacts customers and/or partners?

One way to measure intelligence is by the number of solutions you find to problems. I could say that my job is to help customers become smarter! With our products and the SEs (Solutions Engineers) through training, support and ideas, we help customers and clients find solutions to their problems.

Customers not only see us as sellers, but as technology experts solving real-world problems. Many sales opportunities start with solving technical questions, sometimes without any relation to our equipment. I believe that the most important thing is to form relationships of trust with our customers, so that VIAVI can become a constant in their processes.

What do you think sets VIAVI apart from other global solutions companies?

In this sea of options for customers, VIAVI is distinguished by the quality of its products and the collective effort of its people. Personally, I think VIAVI is a company that takes care of its employees. I have worked in several companies and unfortunately most of them lacked a human approach. It is true that it is not the company’s responsibility to make employees happy, but it is possible to keep them from being unhappy. That premise should be the rule in this 21st century.

I think that in these times of global pandemic, as a society we have realized that many stereotypes were wrong, for example, thinking that people need to be in an office to be productive or that we cannot work remotely as a team. At VIAVI, even before this year, it has always been clear that the home office is not only an option, it is at times the best option.

You can read more about VIAVI Customer and Partner Champions on the “Together with VIAVI” website.