Sales Engineer
Viavisolutions Open At a glance
Mid-level Solutions & Sales Engineering role at Viavisolutions. Germantown · full-time · $113,050–$209,950 base.
growthroles summary, based on the employer's posting.
What you'll do
- Generate and advance opportunities across hyperscale data centers, campus networks, and DCI settings through proof of concept and deal progression
- Act as the technical lead on fiber test and measurement, including certification, characterization, Ethernet activation, automation, and reporting
- Run technical discussions, workshops, demonstrations, trials, and proofs of concept for optical network design and operations teams
- Turn customer, competitor, and market feedback into product roadmap, positioning, and go-to-market input
- Equip sales colleagues with customer presentations, procedures, workshops, training, and support for strategic engagements
What you bring
- At least five years creating, developing, and closing business opportunities rather than focusing only on marketing or support
- Hands-on core network or DCI experience over fiber-optic or metro Ethernet, including OTDR, IL/ORL, CD/PMD, BERT, and RFC 2544 methods
- A bachelor’s degree in engineering, telecommunications, computer science, physics, or a related discipline, or equivalent professional experience
- Practical knowledge of relevant IEC, Telcordia, and IEEE 802.3 standards
Who this fits
You’ll suit a self-directed sales engineer who can build pipeline independently, earn trust with network engineers and architects, and engage senior stakeholders. The role centers on hyperscale data centers, cloud and AI fiber infrastructure, colocation, and DCI ecosystems. Expect about 30% travel across North America, plus occasional international trips.
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.
Duties & Responsibilities:
Top Priorities for This Role
Business development and sales leadership: independently identify and develop opportunities, build customer momentum, and serve as the go-to solutions expert from initial engagement through proof of concept and deal progression.
Core network and DCI technical expertise: Apply hands-on experience with core network and/or DCI architectures using fiber-optic and Ethernet transport, including direct experience with fiber-optic and Ethernet test and measurement. This role requires practical application expertise—not only classroom or conceptual knowledge—and the ability to serve as a trusted solutions and applications expert.
Market & Scope
Hyperscale data centers and cloud/AI fiber-optic network infrastructure
Colocation and multi-tenant data centers
Contractors and ecosystem partners, including dark-fiber and lit-fiber providers supporting DCI builds and wavelength services
Key Responsibilities
Business Development & Sales Leadership
Independently identify, develop, and advance opportunities across hyperscale data centers, campus networks, and DCI environments, from initial engagement through proof of concept and deal progression.
Drive market development and go-to-market strategy, build relationships across the ecosystem, and create competitive momentum by positioning VIAVI against incumbent solutions.
Technical Expertise & Hyperscaler Engagement
Serve as VIAVI go-to technical expert, providing deep, hands-on technical understanding of fiber network test and measurement—spanning data center fiber infrastructure, DCI architectures, fiber certification and characterization, high-speed Ethernet service activation, test automation, and reporting.
Lead expert-level technical discussions, workshops, demonstrations, trials, and proofs of concept with teams responsible for optical network design and operations, infrastructure delivery, and metro and long-haul deployments.
Translate complex requirements into credible solutions and clear business outcomes.
Voice of Customer & Enablement
Capture customer, competitive, and market insights to shape product roadmaps, solution positioning, and go-to-market priorities.
Enable the Sales team through customer presentations, methods of procedure, workshops, technical training, and strategic participation in customer engagements and industry forums.
Pre-Requisites / Skills / Experience Requirements:
Required Experience & Technical Background
Must Have
5+ years of experience proactively generating, developing, and closing business opportunities—not solely in product marketing, technical support, or sales support
Hands-on technical experience with core network and/or DCI architectures over fiber-optic or metro Ethernet transport, including direct experience with test and measurement tools and methods such as OTDR, IL/ORL, CD/PMD, BERT, and RFC 2544 service activation, and working familiarity with relevant industry standards (e.g., IEC, Telcordia, IEEE 802.3)
Bachelor’s degree in engineering, telecommunications, computer science, physics, or a related field, or equivalent professional experience
Preferred
Experience working with network equipment vendors, fiber ecosystem partners, and fiber contractors
Direct experience engaging hyperscalers, cloud providers, or large-scale data center operators
Familiarity with hollow-core fiber, multicore fiber, and 800G+ Ethernet testing
Fluency in written and spoken English
Key Competencies
Proven business development skills and a strong hunter mindset—consistently self-generating pipeline rather than relying on inbound leads
Technical credibility with network engineers, operations teams, and network architects
Self-driven and able to work independently while advancing opportunities from initial engagement through closure
Confident engaging senior leaders and executive stakeholders
Travel
Approximately 30% travel within North America, with occasional international travel.
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:
113,050to
209,950Exceptional 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.
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