Overview As VIAVI's Data Center Market Development Manager, you will drive the GTM strategy for fiber test, measurement, and automation solutions in hyperscale data centers. You will identify growth opportunities, engage hyperscaler teams and ecosystem partners, and shape go-to-market and channel models. You will translate complex test capabilities into customer value, support proofs-of-concept, and influence product roadmaps through market feedback. This role blends strategic market development with hands-on execution in a fast-moving data center ecosystem, delivering impact across sales, product, and services.
Compensation / Benefits- competitive benefits package
- paid time off
- health insurance
- life and disability insurance
- 401(k)
- bonus program
Responsibilities- 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 with Sales to define and optimize distribution models (direct, rental, distributors) based on customer profiles
- Develop competitive insights, positioning, and channel strategies to differentiate VIAVI and maximize market coverage
- Align execution with market segment priorities and business objectives
- Proven track record of market share growth through competitive wins and displacement of incumbents
- Build relationships with hyperscaler data center teams and ecosystem partners
- Lead customer discussions on testing challenges and requirements
- Support proofs-of-concepts, trials, and early deployments
- Act as interface between customers, Sales, and Product Management
- Translate technical features into clear value propositions for multi-fiber testing, fiber characterization and high-speed Ethernet testing
- Demonstrate curiosity and ability to position new technologies and evolving test requirements
- Capture market 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
- 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
Key requirements- 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
- Strong business development mindset
- High curiosity and appetite for new and emerging technologies
- Customer-oriented with credibility toward technical stakeholders
- Fiber optic network architectures
- Multi fiber testing and high density connectivity
- Fiber characterization techniques (IL/ORL, OTDR, CD, PMD)
