The “Together with VIAVI” blog series features some of the many talented, diverse, and often spirited people across the company, bringing their best to you – our customers and partners – every day. Your success is our success and we are delighted to be on this journey with you!

Name: Sandra Zhou

Job Title: Greater China Channel Lead

Country: Greater China


What made you want to be in Marketing?

I have over ten years of experience and consider myself an expert in Channel Sales and Management! Each time I am in front of Channel Partners, I work to leverage all of the resources we have at VIAVI to support them and help cultivate new opportunities so that our partners reach their full potential.

How would you describe “A Day in the Life” of your current job at VIAVI, and the impact your role has in helping customers or partners? What is your favorite accomplishment or success story with a customer or partner?

“A Day in the Life” of my current job at VIAVI is working every day to better support my partners and help them achieve their goals and experience growth.  My number one priority is to build trust and have transparent relationships with my partners and knowing they can count on my help in all Channel Marketing perspectives.

Key parts of my role include building go-to-market Channel Strategy in China and execution with sales objective alignment that drives results. Working with sales and partners to achieve sales targets and always thinking of what can do to grow. Leading the demand creation from partners, cultivating partners to grow together with VIAVI from all perspectives. I enjoy when partners embrace their own capabilities to be product experts and can then promote and sell products.

In addition, I work on promoting worldwide partner programs and help design the localization program for innovative partners. Building all the standardized partner management process such as the annual business plan, QBR, funnel review, progress bowlers, POS and stock are all ways we measure our progress and goals. Most importantly, I am proud of building trustworthy relationships with stakeholders which helps realize win-win business with VIAVI partners.

You can read more about VIAVI Customer and Partner Champions on the “Together with VIAVI” website.

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