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Key Account Manager, Germany

Main locations: 

Hallbergmoos, DE

Job Type:  Full-time
Workplace type:  Remote
Offer number:  4707

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Since our beginnings in 1985, diversity has been one of EXFO's core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

Your mission: 

As a Key Account Manager, you will be responsible for managing large accounts in the telecommunications sector, focusing on the sale of Service Assurance, IP Monitoring and Real-Time active topology. You will work directly with major telecommunications operators to provide tailored solutions that address their specific needs around service quality, latency management, and cost optimization. 

 

What you will do: 

 

  • Sales and Business Development: 

  • Promote and sell EXFO products, including Service Assurance and IP Monitoring solutions, as well as Real-Time active topology to help clients rationalize and analyze their internal databases. 

  • Identify and qualify new sales opportunities through prospecting, cold calling, and lead generation from referral channels. Target key decision-makers (CxO, VP, Director) to establish long-term relationships. 

  • Manage the entire sales cycle, from identifying opportunities to closing deals, ensuring proper management of your sales pipeline and prioritizing actions to meet your sales goals. 

  • Respond to RFPs (Requests for Proposals) in close collaboration with the pre-sales team and create tailored proposals to address the specific needs of each client. 

 

  • Account Management and Customer Relations: 

  • Maintain and develop strong relationships with key accounts in Germany (ie: DT, Vodafone, Versatel, etc…), to ensure smooth adoption of the solutions provided and ongoing customer satisfaction. 

  • Participate in the development of Proof of Concepts (PoC) and Use Cases, such as cost-saving initiatives, to demonstrate the value of EXFO solutions. 

  • Work with internal teams to ensure that all sales are delivered on time, meeting quality and service commitments. 

  • Product and Market Expertise: 

  • Become an expert in Service Assurance, and IP Monitoring and Real-Time active topology , staying updated on new technologies and continually learning about our products. 

  • Advise customers on their needs and provide tailored solutions to meet their service quality requirements, particularly around network latency (5G, 5G SA). 

  • Offer flexible solutions that can address various customer needs in the telecommunications sector. 

 

What we are looking for: 

  • Required Skills and Experience: 

  • Proven experience of at least 10 years in selling technical solutions, preferably in telecommunications or IT. 

  • Strong consultative selling skills, with the ability to understand complex customer needs and propose customized solutions. 

  • Experience with Service Assurance and IP Monitoring solutions, as well as in Real-Time active topology  

  • Ability to work independently, manage multiple priorities, and achieve ambitious sales targets. 

  • Excellent communication skills, both verbal and written, in German and in English.  

  • Entrepreneurial mindset with the ability to innovate and expand the customer base through new use cases. 

  • Willingness to travel regularly (30-50% of the time) within Germany (Düsseldorf, Cologne, Berlin) and other target markets. 

  • Education and Qualifications: 

  • Degree in Telecommunications, Electronics Engineering, or a related technical field. 

What we offer: 

  • Attractive compensation: Competitive base salary + sales commissions. 

  • Benefits: Company car, travel allowances. 

  • Career growth: Join a global leader with opportunities to advance your career internationally. 

  • Dynamic and stimulating environment: Work within a high-performing sales team and an innovative company. 

  • Office in Düsseldorf, with flexible working options. 

 

 

EXFO is an equal opportunity employer.

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read our DEI Statement.

For positions located in Quebec, the language requirement is French. However, in the context where the incumbent evolves in an international work environment and where the activities take place mainly outside Quebec, we favor bilingualism as a linguistic requirement.

Do you have questions about this career opportunity or our hiring process? Contact us at careers@exfo.com or, if you are applying for a job located in Mexico, at mexico-careers@exfo.com.

Thank you for your interest in EXFO!

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