Strategic Solutions Business Development

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.

Duties & Responsibilities:

VIAVI is seeking an experienced Business Development Manager for Business Development and Customer Advocacy for VIAVI’s next-generation AI and cross-BU solutions. This role sits at the intersection of use-case, business case, strategy,  customer engagement/business development, fast-prototyping, and bridging the gap between the CTO/CSO’s horizon-scanning innovation agenda and the Business Units’ product and commercial organizations.  This role identifies high-potential, early-stage solution concepts—spanning AI/ML and GenAI, Network Digital Twins, AI Datacenter infrastructure, Fiber construction/service turnup, Cybersecurity, Quantum-Safe and Quantum Networking test solutions, and adjacent domains—and guides them from technical promise to market-validated opportunity.

Incubation & Technical Definition:

• Horizon Scanning & Selection: Partner with other VIAVI functions to identify emerging technologies and X-BU solutions with commercial potential. Focus areas include AI-driven RAN optimization, Digital Twins, AI DataCenter, Fiber, Cybersecurity, Quantum Networking.

• Requirement Synthesis: Translate high-level applied research concepts, emerging technologies and solution ideas into concrete user requirements. Act as the "first customer" proxy for the CTO team, help in defining the use cases, possible UX/UI definition, functional requirements, defining the high-level solution MVP (V 0.1).

• Cross-BU Solutioning: Break down organizational silos by defining solutions that combine / leverage assets from multiple Business Units. For example, conceptualizing a "RAN Digital Twin " solution that integrates real world data / measurements field measurements with synthetic data generated by RAN Network Emulators.

Customer Validation & Market Pathfinding:

• Lighthouse Engagement: Identify and cultivate relationships with "Lighthouse" customers—Tier-1 CSPs, Hyperscalers and NEMs who are willing to co-create/ provide input to the solution.  You are not selling a finished product / solution; you are selling a use-case towards a vision and a partnership.

• PoC Execution: Lead the end-to-end Proof of Concept (PoC) lifecycle. You are responsible for the success of the trial, from technical deployment and validating the use-case. You must prove that the solution solves a high-value problem (e.g., "Reduced energy consumption by 15% using AI-driven sleep modes in the RAN").

• Use Case Validation Definitions: Move beyond technical validation to use case validation. Supporting the solution PLM (lead) to define the business case, pricing strategy (SaaS, consumption, tiered) and prove the internal business case viability for VIAVI.

Use-Case validation & Handover:

The Graduation Playbook: Once a solution reaches "Escape Velocity", execute a structured handover to the core PLM team. You are responsible for ensuring that the prototype solution is ready to leave the incubation phase.

• Knowledge Transfer: Equip the receiving PLM, R&D, Program Management, BU sales and Marketing teams with the required assets to take the PoC to full commercial product / solutions: initial pitch decks, high level architecture, PoC customer feedback, competitive analysis, pricing model, etc.

• Roadmap Integration: Work with the receiving PLM to ensure the new solution is technically and commercially integrated into the broader VIAVI portfolio (e.g., becoming a new licensable feature or module, or a standalone tool.

Pre-Requisites / Skills / Experience Requirements:

Education & Experience

• Bachelor’s degree (M.Sc. preferred) from an accredited university in Telecommunications, Computer Science.

• Minimum 10 years of experience in technical sales, business development, or pre-sales in the telecommunications, networking, or test and measurement industry.

• Proven track record managing or supporting large strategic accounts (like Cisco, ATT, AWS, or Palo Alto Network).

Technical Expertise:

The Strategic Solutions BD must possess a specific blend of technical skills. This is not a generalist role; it requires "T-Shaped" expertise—broad knowledge of the telecom / MNO use cases with expertise in AI and Innovation and at least TWO of the focus domains:

• AI/ML in telecom networks; Gen AI applications in the context of autonomous networks.

• Wireless&RAN (5G/6G) : Open RAN Architecture, ISAC, 3D channel modeling.

• Network Digital Twins: RF Propagation Modeling , static versus dynamic DT.

• DC&Cloud: Hyperscale Infra,  AI Workloads,  Cloud Native Architectures, L2/L3 routing.

• Network Security: DDOS, DPI, VPNs (IPSec, SSL), ZTN Architecture, SASE.

• Quantum Networking: Quantum network architectures, security (QKD, PQC).

• Fiber : High Speed Interconnects (800G and 1.6T), Fiber monitoring, DFOS.

Soft Skills:

• Outstanding interpersonal skills with strong verbal and written communication abilities.

• Outstanding cross organization collaboration skills – influencing without direct authority.

• Service-oriented, positive, and self-motivated, with the ability to work independently.

• Strong commitment to building and maintaining long-term customer relationships.

Other Requirements:

• Ability to travel (up to 50%).