Channel Sales Account Manager

Channel Sales Manager

VIAVI 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.

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

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: 59,500 to 110,500. Exceptional 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.