Territory Manager

Job Description:

EXFO develops smarter network test, monitoring and analytics solutions for the world’s leading telecommunications service providers, network equipment manufacturers and webscale companies—and we love what we do!

With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has the largest active assurance deployment. Our broad portfolio of intelligent hardware and software solutions enable our customer’s network transformations related to fiber, 5G, virtualization and big data analytics. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.

Job summary

EXFO is seeking a dynamic, self-motivated Sales Professional with a proven track record of increasing sales within the Western USA. The ideal candidate will have a proven track record of success selling into the private network and enterprise market, with a focus on data centers, co-location facilities, large enterprise accounts and the contractors serving this market. This role requires a strategic thinker with excellent communication skills and the ability to build strong relationships with key decision-makers.

What you’ll do

Sales Focus:

• Develop and execute a strategic sales plan to achieve sales targets and expand our customer base within the assigned territory and the Public Network/DCI Market
• Identify and pursue new business opportunities within data centers, co-location facilities, large enterprise accounts and the supporting contactor base.
• Build and maintain strong relationships with key decision-makers and stakeholders within end user's and EXFO channel partners.
• Conduct product presentations and demonstrations to prospective clients.
• Stay up-to-date with industry trends, market conditions, and competitor activities.
• Prepare and present regular sales reports and forecasts to management.
• Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
• Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.

Customer Focus:

• Understands the customers’’ business and is able to support them by aligning EXFO’s solutions to their business needs.
• Raise EXFO’s presence by positioning EXFO as a business partner who understands the accounts’ technologies and business needs

Product Focus:

• Understands the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can successfully communicate this to the EXFO team.
• Align the EXFO Product Management Team with accounts’ and engage the customer on road map decisions to align with upcoming customer requirements.

What we’re looking for

Technical Skills

• Knowledge regarding wireless and wireline network technologies
• Working knowledge of Fiber Optic testing methodologies
• Strong entrepreneurial spirit - recognizing and capitalizing 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
• Excellent understanding of market trends and competitive issues

Required Aptitudes

• Excellent problem solving skills
• Highly motivated, enthusiastic and adaptable
• Autonomous, well organized, and results-oriented
• Able to interact with people at all levels
• Possess leadership qualities and ability to collaborate with supporting teams

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

About Us

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.