Channel Sales Account Manager

VIAVI Solutions

22h•$59,500 - $110,500•Remote

About The Position

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. 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.

Requirements

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.
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.
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.

Responsibilities

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.
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.
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.
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.