Data Center Market Development Manager (Germantown)

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: Position PurposeVIAVI is seeking a Data Center Market Development Manager passionate about data center technologies and innovation to drive growth, develop new opportunities, and accelerate adoption of VIAVI’s fiber network test, measurement, and automation solutions across the hyperscale data center ecosystem.The role focuses on market development, customer engagement, and go‑to‑market execution for testing solutions covering:Multi‑fiber testing inside data centers and campus environmentsFiber characterization and qualification for data center interconnectsHigh‑speed Ethernet service activation, including next‑generation speeds (800G and beyond)Cloud-based workflow platform for test automation, data management and reportingThis position is ideal for a business‑development‑oriented professional with a strong interest in emerging network technologies, capable of translating VIAVI test capabilities into tangible customer value and market impact.Market & ScopeHyperscale data centers (cloud, AI, campus architectures)Colocation and multi‑tenant data centersContractors and ecosystem partners, including dark‑fiber and lit‑fiber providers supporting DC builds and DCI servicesKey ResponsibilitiesMarket Development & Go‑to‑Market ExecutionDefine and execute the Data Center market development and GTM strategy for fiber network test, measurement, and automation solutionsIdentify growth opportunities across inside‑data‑center, campus, and DCI environmentsPartner closely with Sales to define and optimize distribution models, including direct sales, rental partners, and distributors, based on customer profiles, deployment models, and regional needsDevelop competitive insights, positioning, and channel strategies to strengthen VIAVI’s differentiation and maximize market coverageAlign execution with market segment priorities and business objectivesProven track record of driving market share growth through competitive wins and displacement of incumbent solutionsCustomer & Ecosystem EngagementBuild strong relationships with hyperscaler data center teams (network, optical, infrastructure, and metro deployment teams)Engage key ecosystem partners (contractors, cable manufacturers, NEMs)Lead customer discussions on testing challenges and requirementsSupport Proof-of-Concepts, trials, and early deploymentsAct as a trusted interface between customers, Sales, and Product ManagementTechnology & Value PropositionTranslate technical features into clear value propositions and business outcomesSupport and promote use cases related to: multi‑fiber testing, fiber characterization and high‑speed Ethernet testing and service activationDemonstrate strong curiosity and ability to position new technologies and evolving test requirementsVoice of Customer & Internal AlignmentCapture market and customer feedback to influence product roadmaps and prioritiesProvide insights on competitive dynamics, standards evolution, and market trendsEnsure alignment across Sales, Marketing, Product, and Services teamsSales Support & EnablementSupport Sales and Pre‑Sales through customer presentations, MOP development, and workshopsParticipate in strategic customer engagements, events, and industry forumsContribute to internal enablement and training programsPre-Requisites / Skills / Experience Requirements: Required Qualifications & ExperienceBachelor’s degree in Engineering, Telecommunications, Physics, Computer Science, or related fieldMinimum 5 years of experience in business development, market development, product marketing, or technical salesExperience in data center and/or DCI networking environmentsPrior experience with a network equipment vendor, fiber technology ecosystem or hyperscale DC operator preferredExperience engaging hyperscalers or large data center operators is a strong assetTechnical KnowledgeFiber‑optic network architecturesMulti‑fiber testing and high‑density connectivityFiber characterization techniques (IL/ORL, OTDR, CD, PMD)High‑speed Ethernet testing and service activation up to 800GFamiliarity with Hollow‑Core Fiber and Multicore Fiber preferredKey CompetenciesStrong business development mindsetHigh curiosity and appetite for new and emerging technologiesCustomer‑oriented with credibility toward technical stakeholdersAbility to interact confidently with senior management and executive audiencesExcellent communication and presentation skillsAbility to influence across functions without direct authorityStrategic thinker with a hands‑on, execution‑oriented approachComfortable operating in fast‑moving and evolving technology environmentsLanguagesEnglish – fluent (written and spoken)Role CharacteristicsStrategic growth role with strong exposure to hyperscale and data center marketCross‑functional role spanning Marketing, Sales, Product, and TechnologyDirect contribution to next‑generation data center networks and testing methodologiesTravel RequirementMinimum 30% travel within North AmericaOccasional international travel for internal meetings and global alignmentIf 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:113,050to209,950Exceptional 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. SummaryLocation: Germantown, MD USA; Indianapolis, IN USAType: Full time