Principal Solution Engineer

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 over 2,000 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions, has the largest active assurance deployment and delivers unmatched insights into subscriber experience. Our unique blend of intelligent hardware, software and professional services enables our customers’ network transformations related to fiber, 5G and 4G/LTE, 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

As a Principal Solutions Architect, you will be an integral part of the Sales Organization and will be responsible for providing technical leadership, market intelligence and competitive analysis to enhance the Sales Organization’s ability to compete in existing and emerging markets.

Reporting to the Director of EMEA T&M sales, you will work in a matrix organisation structure actively liaising and reporting to the Manager of the AE Team, Digital Transformation and Test & Measurement senior members.

The Principal Solutions Architect will form relationships with current strategic customer base and new Telecom players in the market at Director and C’level to position value added Automation solutions and systems including but not limited to Test Flow / Exchange and Fibre Monitoring. Your skills shall allow you to envision and create End-2-End solutions that leverage EXFO’s unique collection of shared infrastructure assets, solve key customer problems and increase the market share as a result.

Acting as the voice of the customer, facilitating the interworking between sales, product marketing & development, engineering, and other internal resources in support of a positive customer experience.

You will serve as the product champions for new and existing EXFO’s innovations by developing expertise on the technology and the solutions applications in the industry, its capabilities, competitors and markets.

Ensures that the End-2-End application are understood at the BU level so that upcoming products fit the market in EMEA to fuel the EBITDA growth and protect margins.

You will be the Trusted Advisor to the customer on all technical and commercial aspects of our Automation solutions and work with the BU’s to meet the customers’ specific needs

You will be a pioneering leader for the technical community and collaborate across the different business units to architect solutions that address key customer needs.

Supports the T&M and DTx PLM´s in building the most profitable instruments of the future with seamless connectivity, AI and data intelligence in mind.

What you’ll do

• Have as a Prime focus the successful adoption of the full range of our Automation solutions within the German, UK and French Market.
• Be a key Team player for the whole EMEA region supporting any strategic initiative in the field of Automation.
• Implementing product evaluation support, customer training sessions as well as post sales support when high level expertise is required.
• Supporting and presenting at trade shows, conferences, seminars and other marketing events.
• Taking the lead with the technical requirements for RFQ, RFP and RFIs. 
• Preparing reports, as required by the management team.

Technical requirements

Understand current and future Telecom Fibre networks life cycle, from the build to turn up and maintenance, the intricacies from optimising OPEX and CAPEX and how EXFO Automation solutions can help maximizing the ROI in all phases of the life of Fibre Infrastructure and Networks.

Continuously develop expertise on trendy Optical and Transport networking technologies, automation and AI

Commercial requirements

In-depth business acumen on the many variables and factors surrounding FO networks, key benefits drivers, costs, ROI during the build, provisioning and maintenance of these Networks.

Proactively build reliable and strong Business cases for Telecom players to adopt the full range of EXFO Automation solutions

Ability to interface with Directors and CTO level to communicate the economical value and technical benefits that EXFO automation solutions can deliver to the targeted accounts.

Become an authority in the German FTTH industry by deeply understanding the complex ecosystem and successfully position EXFO Automation solutions as the enabler of the Build and deployment of the NextGen networks

Required aptitudes

• Self-motivated, methodical personality.
• Strong ability to work and contribute in a Team environment.
• Strong work ethic and integrity.
• Demonstrates strong judgment and analytical skill.
• Well organized, process and results oriented.
• Comfortable to do presentation in front of audiences.
• Understands and is sensitive to customer business requirements.

Academic and Professional Requirements
Education:  Higher education (Bachelor/Master) in Engineering, Telecommunications, Optics or equivalent.
Language requirements: Strong communication skills in English and German - oral and written.

Travel:  Willing and able to travel extensively, 50% of the time. 

Any other combination of experience/studies will be considered.