Summary:
Position Overview
We are looking for a proactive, technically strong and hunter-oriented Technical Sales professional to drive business growth across Vietnam in the areas of Fiber Optics, High-Speed Networking and Security.
The role will focus on developing new customers and expanding existing relationships across NPI organizations, component/module manufacturers, OEMs, contract manufacturers and production/test facilities and R&D.
The candidate will work closely with customers, channel partners, presales/application engineering and product teams to identify customer requirements, develop technical solutions and convert opportunities into business.
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.