Channel Sales Account Manager

Viavisolutions Open · verified Sep 14, 2026

Home Office Full-time Manager Account Management

Mid-level Account Management role at Viavisolutions. Home Office · full-time · $59,500–$110,500 base.

SalaryStated by Viavisolutions

$59,500 – $110,500

Base salary for this role, in USD per year, as published in the posting.

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

Create sales plans that grow revenue and meet quota in Hyperscale and Data Center markets
Find new opportunities through distribution partners serving cloud, colocation, and systems integration customers
Review the pipeline regularly and keep CRM forecasts accurate
Equip partners through training, alignment, and coordination with sales, marketing, and technical teams
Build customer relationships, support solution delivery, and share market feedback with internal teams

What you bring

A bachelor’s degree or comparable work experience
At least five years in sales, business development, or partner management
A record of success in Hyperscale, Data Center, or channel partner environments, ideally with test and measurement solutions
Experience with CRM pipeline oversight, forecasting, and data-based decisions
Strong communication, negotiation, collaboration, and relationship-building skills

Who this fits

You’ll fit a self-directed, accountable seller who can work across technical and commercial groups and build durable partner relationships. The role is home-office based in the United States and calls for willingness to travel up to seventy-five percent. You’ll focus on partners and customers across the Hyperscale and Data Center ecosystem.

From the employer

Summary:

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.

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.

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Job Posting Pay Range:

59,500

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.