About This Role
This sales manager position is responsible for driving and expanding sales within a specific territory and market segment, focusing on Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers. The role involves developing and executing key account sales plans and engaging with management and director-level clients.
Responsibilities
- Manage all aspects of customer engagement, including understanding use cases, coordinating technical evaluations with SMEs, leading commercial negotiations, and maintaining customer relationships
- Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications
- Maintain CRM database and provide accurate forecasts
- Prepare and maintain key account plans to ensure growth goals for the territory are achieved
Requirements
- Experience in developing and implementing key account sales plans for a region of responsibility, integrating strategy into overall territory sales plan
- Experience and skill sets required to sell to management and director levels with Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers
- Solid knowledge in Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing
- Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies
- Familiarity with the applications of a wide array of test and measurement tools including laser sources, power meters, optical filters, attenuators, optical spectrum analyzers, OTDRs, probe stations, bit-error rate testers, and protocol test solutions
- Ability to stay current with the latest emerging technologies
- Technical aptitude to understand customers’ use case and position EXFO’s solutions to meet their needs
- Self-starter and able to communicate and interact with people at all levels
- Autonomous, well organized, and results-oriented, meets deadlines
- Possess leadership qualities and good interpersonal and communications skills
- Business acumen with a good sense of value selling
- Excellent presentation, communication, negotiation, and relationship building skills
- Minimum 5 years’ experience selling communications test equipment
- Language requirements: English written and verbal
- Education: Degree in Telecommunications, Optics, Engineering, or equivalent
Important Details
- Travel: Approximately 25%-50% travel required
About the Company
EXFO is an equal opportunity employer committed to creating an inclusive environment for all employees.
