Data Center Market Development Manager

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:

Position Purpose

VIAVI is seeking a Data Center Market Development Manager passionate about data center technologies and innovation to drive growth, develop new opportunities, and accelerate adoption of VIAVI’s fiber network test, measurement, and automation solutions across the hyperscale data center ecosystem.

The role focuses on market development, customer engagement, and go‑to‑market execution for testing solutions covering:

Multi‑fiber testing inside data centers and campus environments

Fiber characterization and qualification for data center interconnects

High‑speed Ethernet service activation, including next‑generation speeds (800G and beyond)

Cloud-based workflow platform for test automation, data management and reporting

This position is ideal for a business‑development‑oriented professional with a strong interest in emerging network technologies, capable of translating VIAVI test capabilities into tangible customer value and market impact.

Market & Scope

Hyperscale data centers (cloud, AI, campus architectures)

Colocation and multi‑tenant data centers

Contractors and ecosystem partners, including dark‑fiber and lit‑fiber providers supporting DC builds and DCI services

Key Responsibilities

Market Development & Go‑to‑Market Execution

Define and execute the Data Center market development and GTM strategy for fiber network test, measurement, and automation solutions

Identify growth opportunities across inside‑data‑center, campus, and DCI environments

Partner closely with Sales to define and optimize distribution models, including direct sales, rental partners, and distributors, based on customer profiles, deployment models, and regional needs

Develop competitive insights, positioning, and channel strategies to strengthen VIAVI’s differentiation and maximize market coverage

Align execution with market segment priorities and business objectives

Proven track record of driving market share growth through competitive wins and displacement of incumbent solutions

Customer & Ecosystem Engagement

Build strong relationships with hyperscaler data center teams (network, optical, infrastructure, and metro deployment teams)

Engage key ecosystem partners (contractors, cable manufacturers, NEMs)

Lead customer discussions on testing challenges and requirements

Support Proof-of-Concepts, trials, and early deployments

Act as a trusted interface between customers, Sales, and Product Management

Technology & Value Proposition

Translate technical features into clear value propositions and business outcomes

Support and promote use cases related to: multi‑fiber testing, fiber characterization and high‑speed Ethernet testing and service activation

Demonstrate strong curiosity and ability to position new technologies and evolving test requirements

Voice of Customer & Internal Alignment

Capture market and customer feedback to influence product roadmaps and priorities

Provide insights on competitive dynamics, standards evolution, and market trends

Ensure alignment across Sales, Marketing, Product, and Services teams

Sales Support & Enablement

Support Sales and Pre‑Sales through customer presentations, MOP development, and workshops

Participate in strategic customer engagements, events, and industry forums

Contribute to internal enablement and training programs

Pre-Requisites / Skills / Experience Requirements:

Required Qualifications & Experience

Bachelor’s degree in Engineering, Telecommunications, Physics, Computer Science, or related field

Minimum 5 years of experience in business development, market development, product marketing, or technical sales

Experience in data center and/or DCI networking environments

Prior experience with a network equipment vendor, fiber technology ecosystem or hyperscale DC operator preferred

Experience engaging hyperscalers or large data center operators is a strong asset

Technical Knowledge

Fiber‑optic network architectures

Multi‑fiber testing and high‑density connectivity

Fiber characterization techniques (IL/ORL, OTDR, CD, PMD)

High‑speed Ethernet testing and service activation up to 800G

Familiarity with Hollow‑Core Fiber and Multicore Fiber preferred

Key Competencies

Strong business development mindset

High curiosity and appetite for new and emerging technologies

Customer‑oriented with credibility toward technical stakeholders

Ability to interact confidently with senior management and executive audiences

Excellent communication and presentation skills

Ability to influence across functions without direct authority

Strategic thinker with a hands‑on, execution‑oriented approach

Comfortable operating in fast‑moving and evolving technology environments

Languages

English – fluent (written and spoken)

Role Characteristics

Strategic growth role with strong exposure to hyperscale and data center market

Cross‑functional role spanning Marketing, Sales, Product, and Technology

Direct contribution to next‑generation data center networks and testing methodologies

Travel Requirement

Minimum 30% travel within North America

Occasional international travel for internal meetings and global alignment

If you have what it takes to push boundaries and seize opportunities, apply to join our team today.

Job Posting Pay Range: 113,050 to 209,950

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.