EXFO develops intelligent software and hardware solutions to test, monitor and analyze the performance of telecommunications networks. Established in 1985, we are trusted advisors for fiber optic, 5G and cloud-native deployments. With operations in 25+ countries—and counting!—we serve the world's leading mobile network operators, hyperscalers and transceiver manufacturers. Our team welcomes new members with all kinds of skillsets and backgrounds. That's how we accomplish our mission: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.
Job Description
We are seeking a dynamic, self-motivated Territory Sales Manager with a proven record of selling to the Wireline and Wireless Service Provider, Private Network Operator, Enterprise and Datacenter segments in the Pacific Northwest. In this role you will maximize existing business, drive new business, and drive customer engagement. You will develop and implement sales plans and ensure their alignment with the overall account strategies. The ideal candidate will have strategic relationships, experience, and skill set needed to sell up to the VP level in these accounts.
Technical Requirements
Sales Focus:
Responsible for the overall revenue and margin growth of EXFO T&M products in assigned accounts
Aggressively pursue new opportunities within assigned accounts
Develop and execute sales plans for assigned accounts
Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities within assigned accounts
Communicate effectively to ensure the flow of information between the customer and key internal (EXFO) stakeholders
Customer Focus:
Learn and understand the customer's business and align EXFO's solutions to business needs
Elevate EXFO's value by positioning EXFO as a business partner that understands the account's technologies and business needs.
Product Focus:
Learn and understand EXFO's T&M product portfolio and be able to apply products to solve customer challenges.
Learn and understand customer's strategy, business goals and metrics, and challenges, and communicate this to EXFO product teams to align product roadmaps with customer requirements.
Required Skills And Aptitudes:
Working knowledge of wireless and wireline network technologies
Expert in telecommunications technologies, topologies, and testing methods
Strong entrepreneurial spirit - recognizes and capitalizes on opportunities
Excellent oral and written communication skills, including the ability to prepare and deliver professional documents and presentations to all levels of an organization
Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
Exceptional understanding of market trends and T&M landscape
Excellent problem-solving skills
Highly motivated, enthusiastic, and adaptable
Autonomous, well organized, and results-oriented
Able to interact with people at all levels
Leadership qualities and ability to collaborate with supporting teams
Academic And Professional Requirements:
Education
: 4-year technical degree, EE, optics, telecommunications, or similar preferred
Experience : Minimum 5 years of sales experience with communications products or services.
Language requirements
: English written and spoken.
Ability to travel : Approximately 70% travel required.
Authorization to work in US .
EXFO and its US entities are Equal Opportunity Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or veteran status.
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