Data Center Market Development Manager

Duties & Responsibilities

• Define and execute the Data Center market development and GTM strategy for fiber network test, measurement, and automation solutions
• Identify growth opportunities across inside-data-center, campus, and DCI environments
• Partner closely with Sales to define and optimize distribution models, including direct sales, rental partners, and distributors, based on customer profiles, deployment models, and regional needs
• Develop competitive insights, positioning, and channel strategies to strengthen VIAVI’s differentiation and maximize market coverage
• Align execution with market segment priorities and business objectives

Market & Scope

• Hyperscale data centers (cloud, AI, campus architectures)
• Colocation and multi-tenant data centers
• Contractors and ecosystem partners, including dark-fiber and lit-fiber providers supporting DC builds and DCI services

Key Responsibilities

• Build 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 requirements
• Support Proof-of-Concepts, trials, and early deployments
• Act as a trusted interface between customers, Sales, and Product Management
• Translate technical features into clear value propositions and business outcomes
• Support and promote use cases related to: multi-fiber testing, fiber characterization and high-speed Ethernet testing and service activation
• Show strong curiosity and ability to position new technologies and evolving test requirements

Pre-Requisites / Skills / Experience

• Required Qualifications & Experience:
• Bachelor’s degree in Engineering, Telecommunications, Physics, Computer Science, or related field
• Minimum 5 years of experience in business development, market development, product marketing, or technical sales
• Prior experience with a network equipment vendor, fiber technology ecosystem or hyperscale DC operator preferred
• Prior experience engaging hyperscalers or large data center operators is a strong asset
• Technical Knowledge:
• Fiber-optic network architectures
• Multi-fiber testing and high-density connectivity
• Fiber characterization techniques (IL/ORL, OTDR, CD, PMD)
• High-speed Ethernet testing and service activation up to 800G
• Familiarity with Hollow-Core Fiber and Multicore Fiber preferred
• Key Competencies:
• Strong business development mindset
• High curiosity and appetite for new and emerging technologies
• Customer-oriented with credibility toward technical stakeholders
• Able to interact confidently with senior management and executive audiences
• Excellent communication and presentation skills
• Able to influence across functions without direct authority
• Strategic thinker with a hands-on, execution-oriented approach
• Comfortable operating in fast-moving and evolving technology environments
• Languages:
• English – fluent (written and spoken)

Role Characteristics

• Strategic growth role with strong exposure to hyperscale and data center market
• Cross-functional role spanning Marketing, Sales, Product, and Technology
• Direct contribution to next-generation data center networks and testing methodologies

Travel Requirement

• Minimum 30% travel within North America
• Occasional international travel for internal meetings and global alignment

Exceptional Qualifications, Experience and Location

• 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.

Benefits

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