Viavi Solutions

Channel Sales Account Manager

Viavi Solutions • $59K — $110K *
US-AnywhereRemote in United States
Enterprise Technology
5 - 7 years of experience
2 months ago
Job Overview by Ladders

Qualifications

  • Bachelor's degree or equivalent work experience.
  • 5+ years of experience in sales, business development, or partner management.
  • Successful track record in the Hyperscale/Data Center ecosystem or channel partner management, preferably with test and measurement solutions.
  • Expertise in solution-based sales focusing on customer value.
  • Proficiency in CRM pipeline management and data-driven decision making.

Responsibilities

  • Develop and execute sales plans to achieve growth targets.
  • Identify and pursue new business opportunities with distribution partners.
  • Conduct pipeline reviews and maintain accurate forecasts via CRM.
  • Build and strengthen relationships with distribution partners and integrators.
  • Drive channel-influenced revenue by enabling key partners.
  • Collaborate with internal teams to ensure partner training and alignment.
  • Maintain strong relationships with hyperscale customers and ensure seamless solutions delivery.

Benefits

  • Paid time off (PTO)
  • Health, life, and disability insurance
  • 401(k) retirement plan
  • Bonus program
Full Job Description
Job Overview:
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:

Job 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.

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.

About Viavi Solutions

Viavi Solutions is a global provider of network test, monitoring and assurance solutions to communications service providers, enterprises, network equipment manufacturers, civil government, military and avionics customers. The company serves customers worldwide.
Learn more about Viavi Solutions
Size
3,600 employees
Market Cap
$2.3 billion
Industry
Telecommunications & Hardware
Net Income
$30.1 million
Founded
1923
5 Year Trend
+9.9%
Revenue
$1.1 billion
NASDAQ
VIAV
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Viavi Solutions

More Enterprise Technology Jobs

Find similar Channel Sales Account Manager jobs:

NationwideRemote