Channel Sales Account Manager

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

• 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%.

Exceptional Qualifications, Experience and Location May Impact Salary

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

VIAVI offers a competitive benefits package that includes paid time off, health, life and disability insurance, 401(k), and a bonus program.