Channel Sales Account Manager

VIAVI Solutions is a global provider of network test and monitoring solutions, and they are seeking a Channel Sales Account Manager to accelerate growth in the Hyperscale/Data Center market. The role involves building strategic relationships with Distribution Partners and driving revenue while ensuring the channel ecosystem is aligned for success.

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

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
• Ability and willingness to travel up to 75%