Channel Sales Account Manager
Job in
Gilbert, Maricopa County, Arizona, 85233, USA
Listed on 2026-07-14
Listing for:
Jobtailor
Full Time
position Listed on 2026-07-14
Job specializations:
-
Sales
Business Development, B2B Sales, Account Manager, Client Relationship Manager
Job Description & How to Apply Below
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
- 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%.
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