Summary: Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments; identifies volume and strategic customers; and develops partnerships. Analyzes market data to identify trends/opportunities, develops strategic direction from market information, and creates compelling market analysis presentations. May conduct make-versus-buy analysis from a partnership/merger/acquisition perspective.
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 environments
- Fiber characterization and qualification for data center interconnects
- High-speed Ethernet service activation, including next-generation speeds (800G and beyond)
- Cloud-based workflow platform for test automation, data management and reporting
This 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 & 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- Market Development & Go-to-Market Execution
- 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
- Proven track record of driving market share growth through competitive wins and displacement of incumbent solutions
Customer & Ecosystem Engagement- 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
Technology & Value Proposition- 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
- Demonstrate strong curiosity and ability to position new technologies and evolving test requirements
Voice of Customer & Internal Alignment- Capture market and customer feedback to influence product roadmaps and priorities
- Provide insights on competitive dynamics, standards evolution, and market trends
- Ensure alignment across Sales, Marketing, Product, and Services teams
Sales Support & Enablement- Support Sales and Pre-Sales through customer presentations, MOP development, and workshops
- Participate in strategic customer engagements, events, and industry forums
- Contribute to internal enablement and training programs
Pre-Requisites / Skills / Experience Requirements: 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
- Experience in data center and/or DCI networking environments
- Prior experience with a network equipment vendor, fiber technology ecosystem or hyperscale DC operator preferred
- 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
- Ability to interact confidently with senior management and executive audiences
- Excellent communication and presentation skills
- Ability 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
Job Posting Pay Range:109,690
to
203,710
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.
