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Technical Sales Engineer

Main locations: 

Hallbergmoos, DE

Job Type:  Full-time
Workplace type:  Remote
Offer number:  3903

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’s Benefits 
Office & Team Life 
  • We are an innovative organization ready to invest in the growth of our company 
  • We love complex challenges (we trust our employees to accomplish challenging and meaningful work to reach ambitious goals) 
  • We are stronger together (we rely on each other and share skills to make EXFO grow) 
  • We are proud to be a global team (international company on a human scale, where diversity and inclusion reign) 
  • We offer a tailor-made remote policy with flexible working hours, we work in a hybrid model 
  • Work from anywhere: up to 4 weeks per year
Wellness & Health 
  • We promote diversity, equity and inclusion 
  • We focus on the wellness of our employees (surveys, webinar, etc.) to take care of their mental health 
  • EXFO gives free access to Lifeworks platform, employee assistance program all over the world for employees and their families  
  • We organize frequently sport activities and competitions on a global scale 
  • We have a cooking group with the latest recipes of different countries 
Career Development 
  • You can benefit of personal development learning and growing by using our online learning platform and external trainings upon request, we want you to progress and access easily to internal opportunities  
  • We facilitate and support international mobility 
  • We offer career tracks that can match all expectations (new projects, new roles)
Job summary
As a Sales Engineer you will be an integral part of the EMEA Sales Organization and will be responsible for providing technical insight, market intelligence and competitive analysis to enhance the EMEA Sales Organization’s ability to compete in existing and emerging markets. You will provide technical leadership throughout the whole sales process; you will provide technical pre-qualifications pertaining to EXFO’s solutions, with particular focus on Fiber Monitoring. You will serve as the product champion for all new and existing products by learning product operation, capabilities, competitors and markets, provide proactive advice regarding sales opportunities; identifying opportunities for their assigned market area to enhance business activity, and by proactively fulfilling the needs of the customer and the Sales Organization.
What you’ll do
Sales Focus:
  • Provide technical support and presence at trade shows, conferences and seminars and other marketing events in collabotration with account team co-workers.
  • Ensure smooth product introduction to the sales force. This includes ensuring the creation of proper collateral materials, training, etc.
  • Provide pre-sales technical support by creating and delivering compelling pre-sales presentations, and by developing and maintaining thorough technical, technology and in-depth product knowledge regarding relevant aspects of EXFO products in their assigned product/BU area of responsibility.
  • Provide sales support by disseminating technical information on specific applications to sales personnel and customers. By assisting and implementing customer training sessions, product evaluation support, as well as some post sale support when required.
  • Establish a close working relationship with EXFO product management to ensure our clients' needs are well know and understood.
  • Provide quotations and assist with completion of RFPs/Tenders in close coordination with RSM/SM and the internal sales support team to provide best positive response to all technical requirements.
  • Manage and deliver on Product/ Solution Proof of Concepts (POCs) as and when required
  • Explore alternative sales channels and routes to market as applicable to different product lines
  • Explore ways of making our sales channels more productive.
  • Prepare reports, as required by the management team.
Customer Focus:
  • Maintain key relationships with focus account personnel.
  • Prepare and present technology seminars and white papers to educate the market on EXFOs testing solutions.
  • Identify market trends and emerging opportunities.
  • Continuously support in the education of the sales force and partners with respect to new market opportunities, market trends, as well as the continuing evolution of EXFO’s product line.
  • Assist Marketing Communications with targeted advertising.
Product Focus:
  • Provide technical interface between PLM and customers by developing and maintaining key technical relationships at focus accounts.
  • Advise PLM on product feature/road map to coordinate with upcoming market requirements.
  • Assess potentially new and existing applications of EXFO products to meet customer needs; and ensure sales and sales management are kept current regarding product application options.
  • Provide competitive intelligence – feature set, road map, pricing.
  • Act as an extension of the product marketing team, by providing customer, product, market, competitive data, as well as assisting with technical documentation for example Author/Co-Author application notes and white papers to increase product visibility and acceptance.
  • Assist PLM during Portfolio and Strategic Planning sessions.
What we’re looking for
Technical Skills
  • Versed in Service Assurance solutions selling to Service Providers
  • Knowledge of Service Assuranc solutions within the Fiber Monitoring/ OTDR
  • Knowledge of P2P and P2MP (PON) network design
Required aptitudes
  • Exceptional oral and written communication skills
  • Self starter and able to communicate and interact with people at all levels
  • Autonomous and well organized
  • Possess drive, motivation and acute attention to detail ensuring all sales opportunities are captured and explored
  • Highly self motivated and results-oriented
  • Team oriented - ability to work well with diverse, cross-functional team
Pertinent Experience: 5 years' sales experience required, ideally in the Telecom/Optical Test Market.
Language Requirements: Fluent in German and English. Other languages are considered beneficial.
Eduacation: Ideally a degree holder in Telecommunications, Engineering (Electronics) or equivalent
Travelling : Willing and able to travel (up to) 50% of the time.
Any other combination of experience/studies will be considered.

EXFO is an equal opportunity employer.

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.

Thanks for your interest in EXFO

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