Channel Sales Account Manager

VIAVI Solutions

Channel Sales Manager at VIAVI driving revenue growth in the Hyperscale/Data Center market. Building relationships with partners in the Cloud and Colocation sectors.

Posted 5/21/2026full-timeArizona • 🇺🇸 United StatesMid-LevelSenior💰 $59,500 - $110,500 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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

What you’ll need

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 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%.

Benefits

Comp & perks

paid time off
health, life and disability insurance
401(k)
bonus program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales planningbusiness developmentpartner managementsolution-based salesCRM pipeline managementforecastingdata-driven decision makingtest and measurement solutionsrevenue growthquota targets

Soft Skills

communication skillsnegotiation skillsrelationship-building skillsself-motivatedresults-drivenaccountabilitycollaborationcustomer value focuslong-term success orientationtrusted advisor

Certifications

Bachelor's degree