Summary:
VIAVI (NASDAQ: VIAV) is a global provider of network test, monitoring and assurance solutions for telecommunications, cloud, enterprises, first responders, military, aerospace, and railway. VIAVI is also a leader in light management technologies for 3D sensing, anti-counterfeiting, consumer electronics, industrial, automotive, government and aerospace applications.We are the people behind the products that help keep the world connected at home, school, work, at play, and everywhere in between. VIAVI employees are passionate about supporting customer success and we welcome people who bring their best every day to the company – to question, to collaborate and to push for solutions that will delight our customers.
Job Overview:
VIAVI is seeking a Channel Sales Manager to accelerate growth in the Hyperscale/Data Center market. In this role, you will build and expand strategic relationships with several VIAVI Distribution Partners (US & Canada) and their Sales Teams covering the Cloud Providers, Colocation Providers, and Contractors/System Integrators who serve them to drive revenue, strengthen VIAVI’s Hyperscale presence, and deliver measurable business outcomes.
As part of the NA Partners team, you will deepen engagement with existing Partners and accounts, identify new opportunities, and ensure that our channel ecosystem is fully enabled and aligned for success. This role requires a combination of strategic vision, solution-based selling, and strong partner management skills to influence channel-driven growth.
Duties & Responsibilities:
Job Responsibilities:
Sales Strategy & Execution
- Develop and execute sales plans to achieve revenue growth and quota targets in the Hyperscale/Data Center market.
- Identify and pursue new business opportunities with Distribution Partners across Cloud Providers, Colocation Providers, and Contractors/System Integrators who serve them.
- Conduct regular pipeline reviews and maintain accurate forecasts using CRM tools.
Channel & Partner Management
- Build and strengthen relationships with Distribution Partners, Hyperscalers, and Contractors/Systems Integrators managing Inside Plant and Outside Plant Projects
- Drive channel-influenced revenue by enabling and managing key partners.
- Collaborate with Sales, Marketing, and Technical Teams to ensure Partners are trained, aligned, and equipped to deliver VIAVI solutions.
Customer Engagement
- Cultivate and maintain strong relationships with Hyperscale customers at multiple levels.
- Ensure seamless customer experiences by working closely with internal teams on solution delivery.
- Act as a trusted advisor by aligning VIAVI’s value to customer and partner needs.
Market Intelligence & Feedback
- Maintain a deep understanding of the Hyperscale/Data Center business needs, testing requirements, partner relationships and purchasing mechanisms.
- Provide insights into end customer needs, market trends, and competitive activity to shape products and go-to-market strategies.
Pre-Requisites / Skills / Experience Requirements:
Education & Experience:
- Bachelor’s degree from an accredited university, or equivalent work experience.
- Minimum 5 years of experience in sales, business development, or partner management.
- Proven track record of success in the Hyperscale/Data Center Ecosystem or Channel Partner Management, ideally with test and measurement solutions.
Skills & Expertise
- Skilled in solution-based sales with a focus on customer value and long-term success.
- Strong understanding of Hyperscale/Data Center dynamics, including procurement processes and partner channels.
- Proficiency in CRM pipeline management, forecasting, and data-driven decision making.
Soft Skills
- Excellent communication, negotiation, and relationship-building skills across technical and commercial stakeholders.
- Self-motivated, results-driven, and highly accountable.
- Ability to collaborate effectively across internal teams and external partners.
Other Requirements
- Ability and willingness to travel up to 75%.
If you have what it takes to push boundaries and seize opportunities, apply to join our team today.
VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.
Job Posting Pay Range:
59,500to
110,500Exceptional qualifications, experience and location may impact salary. VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.
Skills Required
- Bachelor's degree or equivalent work experience
- Minimum 5 years of experience in sales, business development, or partner management
- Proven success in the Hyperscale/Data Center ecosystem
- Skilled in solution-based sales
- Proficiency in CRM pipeline management
VIAVI Solutions Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about VIAVI Solutions and has not been reviewed or approved by VIAVI Solutions.
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Leave & Time Off Breadth — Time off options are described as generous, including paid time off with flexible scheduling and work-from-home arrangements. Feedback suggests some teams implement unlimited or discretionary PTO and respect balance through flexible start times.
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Healthcare Strength — Health coverage is portrayed as comprehensive, spanning medical, dental, vision, life, disability, wellness initiatives, annual health exams, and emergency medical coverage for travel. Strong medical allowances and an employee assistance program further reinforce perceived coverage depth.
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Strong & Reliable Incentives — Incentive programs are highlighted through variable pay and bonus structures that can augment base pay. Feedback suggests twice-yearly bonuses may occur when company performance supports it.
VIAVI Solutions Insights
What We Do
VIAVI Solutions (NASDAQ: VIAV) is a global leader in both network and service enablement and optical security performance products and solutions. Our technologies contribute to the success of a wide range of customers – from the world’s largest mobile operators and governmental entities to enterprise network and application providers to contractors laying the fiber and building the towers that keep us connected
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