Sales Manager

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyperscalers and leaders in the manufacturing, development and research sector. Building on our 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. With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has deployed over 250 assurance systems worldwide. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.
EXFO is seeking a dynamic, self-motivated account manager with experience in a sales or business development role in the telecommunication industry. The targets are the fast-growing alternative network operators building FTTH networks in Germany. The individual is responsible for the definition and implementation of a sales strategy which integrates well with the customer`s roadmaps and priorities. Test automation and documentation are key objectives of EXFO’s customers and consequently, a good understanding of the processes and tools of the customers is also part of the sales
strategy. It also requires cooperation with companies providing tools that are part of the customers’ workflow process.

Job summary
The Account  Manager will work with the virtual team, and be a high-value team member who influences the team’s overall growth. More specifically, the responsibilities will consist of the
following:

- Understand key needs and problems from the accounts and be able to support them by aligning EXFO’s solutions to meet their business needs.
- Understands the customers’ targets, organizational business goals, and metrics, their strategic direction, and challenges, and can successfully communicate this to the EXFO team.
- Finding solutions for customers which might go beyond the EXFO portfolio by cooperating with 3rd party companies
- Developing long-term business successes with customers by building and maintaining strong relationships and trust, as well as identifying profitable business opportunities based on strategic partnerships within the accounts.
- Effectively utilizes and motivates all available resources (solution sales executives, technical support specialists, company executives) to aggressively pursue revenue opportunities.
- Develop and nurture strong communication channels with the key customer executives, strategists and decision-makers.
- Communicates effectively to ensure the flow of information amongst the key internal stakeholders and the regional customers.

What we're looking for:

Technical skills
Proven track record with consistent sales achievement in the Telecommunication industry.
Ideally versed in Optical and Transport & Datacom, protocol and monitoring.
Solid understanding of the FTTH market including strategic plans, value chains and processes, and regulatory environment

Required aptitudes
Results focused on a strong consideration for delivery excellence.
Influence: share vision, align the efforts of others and build commitment at all levels 
Effective communication skills: Speak and write with clarity, inspire trust, and use active listening behaviors
Learning agility: Value and seek out the lessons of experience. Help others to do so.
Strong interpersonal skills, and ability to interface with all levels of the organization.
Excellent oral and written communication skills including the ability to prepare and deliver
professional documents and presentations to all levels of an organization.
Accountability, boundaryless mindset, collaborative approach

Must have
• Education: University degree in Science of Technological Subject. MBA is an asset.
• Pertinent experience: At least 5 years of experience selling telecommunication equipment and/ or services.
• Language requirements: German – native/bilingual speaker, English - written and spoken.
• Ability to travel: Approximately 40% of travel is required.