Channel Sales Account Manager

Other Jobs To Apply

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

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.

Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...