Channel/Account Executive (US Federal/DOD)

Summary:

VIAVI (NASDAQ: VIAV) has a 90+ year history of technical innovations that have evolved to keep pace and address our customer’s most pressing business issues. We make equipment, software, and systems that help to plan, deploy, certify, monitor, and optimize all kinds of networks - like those for mobile phones, service providers, large businesses and data centers. And, we are also at the forefront of optical security – we bend light to develop and deliver optical solutions that provide security to the world’s currencies and safety and performance applications for consumer electronics and spectrometry.
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 fierce 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.

Duties & Responsibilities:

Job Responsibilities: 

Sales Strategy & Execution 

• Develop and execute sales plans to achieve revenue growth and quota targets in the U.S. DOD

• Identify and pursue new business opportunities across federal agencies and public sector partners. 

• Conduct regular pipeline reviews and maintain accurate forecasts using CRM tools. 

Channel & Partner Management 

• Build and strengthen relationships with federal resellers, systems integrators, and consultants. 

• 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 federal 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 federal procurement landscape and contracting mechanisms. 

• Provide insights into 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 U.S. federal government or public sector, ideally with networking or cybersecurity solutions. 

Skills & Expertise 

• Skilled in solution-based sales with a focus on customer value and long-term success. 

• Strong understanding of federal market 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 50%. 

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:

82,950

to

154,050