Sales Engineer

Viavi Solutions Inc.; Germantown (MD); On-site; USD 113,000 - 210,000; Full time

Benefits offered by this job

401(k) plan

Health, life & disability insurance

Paid time off

Job summary

VIAVI Solutions is seeking a senior leader in Germantown, MD to drive business development and sales leadership in hyperscale data centers and DCI environments. You will bring hands‑on fiber network test expertise, lead go‑to‑market initiatives, and engage with cloud providers to translate technical needs into valued solutions.

The role emphasizes independent pipeline generation and executive stakeholder engagement.

Qualifications

• 5+ years of proactive business opportunity development and closing.
• Hands-on experience with core network or DCI over fiber/metro Ethernet.
• Bachelor’s degree in engineering, CS, physics, or related field.

Responsibilities

• Independently identify, develop and advance opportunities in hyperscale data centers.
• Drive GTM strategy and build ecosystem relationships to gain momentum.
• Lead expert-level technical discussions, workshops and trials.
• Translate requirements into clear business outcomes.

Skills

Business development

Sales leadership

Fiber-network test

DCI architectures

OTDR & test methods

RFC 2544 service activation

Engagement with hyperscalers

English fluency

Education

Bachelor’s degree in engineering/related field

Tools

OTDR

IL/ORL

CD/PMD

IEEE 802.3

Fiber test equipment

Job description

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:

Top Priorities for This Role

• Business development and sales leadership: independently identify and develop opportunities, build customer momentum, and serve as the go-to solutions expert from initial engagement through proof of concept and deal progression.

• Core network and DCI technical expertise: Apply hands‑on experience with core network and/or DCI architectures using fiber‑optic and Ethernet transport, including direct experience with fiber‑optic and Ethernet test and measurement. This role requires practical application expertise— not only classroom or conceptual knowledge—and the ability to serve as a trusted solutions and applications expert.

Market & Scope

• Hyperscale data centers and cloud/AI fiber‑optic network infrastructure
• Colocation and multi‑tenant data centers
• Contractors and ecosystem partners, including dark‑fiber and lit‑fiber providers supporting DCI builds and wavelength services

Key Responsibilities

Business Development & Sales Leadership

• Independently identify, develop, and advance opportunities across hyperscale data centers, campus networks, and DCI environments, from initial engagement through proof of concept and deal progression.
• Drive market development and go‑to‑market strategy, build relationships across the ecosystem, and create competitive momentum by positioning VIAVI against incumbent solutions.

Technical Expertise & Hyperscaler Engagement

• Serve as VIAVI go‑to technical expert, providing deep, hands‑on technical understanding of fiber network test and measurement—spanning data center fiber infrastructure, DCI architectures, fiber certification and characterization, high‑speed Ethernet service activation, test automation, and reporting.
• Lead expert‑level technical discussions, workshops, demonstrations, trials, and proofs of concept with teams responsible for optical network design and operations, infrastructure delivery, and metro and long‑haul deployments.
• Translate complex requirements into credible solutions and clear business outcomes.

Voice of Customer & Enablement

• Capture customer, competitive, and market insights to shape product roadmaps, solution positioning, and go‑to‑market priorities.
• Enable the Sales team through customer presentations, methods of procedure, workshops, technical training, and strategic participation in customer engagements and industry forums.

Pre‑Requisites / Skills / Experience Requirements

Required Experience & Technical Background

Must Have

• 5+ years of experience proactively generating, developing, and closing business opportunities— not solely in product marketing, technical support, or sales support.
• Hands‑on technical experience with core network and/or DCI architectures over fiber‑optic or metro Ethernet transport, including direct experience with test and measurement tools and methods such as OTDR, IL/ORL, CD/PMD, BE RT, and RFC 2544 service activation, and working familiarity with relevant industry standards (e.g., IEC, Telcordia, IEEE 802.3).
• Bachelor’s degree in engineering, telecommunications, computer science, physics, or a related field, or equivalent professional experience.

Prefer

• Experience working with network equipment vendors, fiber ecosystem partners, and fiber contractors.
• Direct experience engaging hyperscalers, cloud providers, or large‑scale data center operators.
• Familiarity with hollow‑core fiber, multicore fiber, and 800G+ Ethernet testing.
• Fluency in written and spoken English.

Key Competencies

• Proven business development skills and a strong hunter mindset—consistently self‑generating pipeline rather than relying on inbound leads.
• Technical credibility with network engineers, operations teams, and network architects.
• Self‑driven and able to work independently while advancing opportunities from initial engagement through closure.
• Confident engaging senior leaders and executive stakeholders.

Travel

Approximately 30% travel within North America, with occasional international travel.

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

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.