Job Description:
As Regional Sales Manager, you will be an individual contributor responsible for driving sales growth and customer adoption of high-speed Ethernet networking solutions, with a focus on 100GE+, and next-generation Ethernet technologies across assigned markets and strategic accounts. You will be working closely with Sales team members supporting our DC infrastructure builders, Cloud Service Providers and Enterprise clients.
Sales Focus:
- Drive sales growth by promoting High Speed Ethernet testing equipment into the USA DC market.
- Initiate field demonstrations to ensure customer acceptance and adoption of EXFO High Speed Ethernet solutions.
- Manage technical aspects of lab evaluations in coordination with Account Managers and Technical & Product specialists.
- Develop and manage pipeline of opportunities from current and prospective customers.
- Cultivate strategic customer relationships by demonstrating the business and technical value of high-speed transmission test solutions across Data Center, Hyperscale, AI infrastructure, and Enterprise networking environments.
- Engage prospective customers through strategic prospecting, referrals, networking, industry events, digital engagement, and other sales initiatives to generate qualified opportunities and expand market share.
- Manage a robust sales pipeline by accurately qualifying opportunities, maintaining CRM data, prioritizing high-value prospects, developing account strategies, and advancing opportunities through the sales cycle to achieve revenue objectives and forecast accuracy.
- Maintain accurate and timely sales documentation, CRM records, pipeline forecasts, proposals, contracts, and required business reports to support effective sales operations, cross-functional collaboration, and high-quality customer experience.
- Develop and maintain in-depth knowledge of the Company's products, technology solutions, and industry trends to effectively assess customer needs, position value-based solutions, and independently manage complex sales opportunities. Continuously expand technical expertise and remain current on emerging technologies, competitive offerings, and evolving market requirements.
Customer Focus:
- Provide solution proposals and justification to suit customer needs.
- Maintain close supportive relationships with key accounts to ensure smooth acceptance of products.
- Provide customer training, test plans and job aids when appropriate to ensure smooth acceptance of products.
- Assists customers with development of Ethernet test methodologies and troubleshooting techniques.
- Prepare and present technology seminars to educate customers and potential customers on EXFOs Ethernet testing solutions.
Product Focus:
- Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships and key accounts.
- Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
- Provide competitive intelligence – feature set, road map, pricing.
- Perform customer training when appropriate to ensure smooth acceptance of products.
- Provide customized test plans and job aids to ensure smooth acceptance of products.
- Explain and resolve technical issues related to Ethernet & networking principles.
COMPETENCIES REQUIREMENTS:
- Extremely customer-oriented
- Curious with outstanding technical skills
- High Speed Ethernet testing and/or solutions background
- Entrepreneurial, motivated, self-starter
- Action- and results-driven
- Autonomous with good judgment
- Highly responsible and courteous
- Excellent communication, presentation, and interpersonal skills
- Able to travel at least 75%
ACADEMIC AND PROFESSIONAL REQUIREMENTS:
Education: Degree holder/HND or equivalent in Engineering, Technology, Telecommunications or Optics.
Experience: Minimum of 5 years' experience in a similar or related position.
Language requirements: English written and spoken.
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.