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Territory Manager

Main locations: 

Remote Office, US

Job Type:  Full-time
Workplace type:  Hybrid
Offer number:  2781

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.


Job Description

We are seeking a dynamic, self-motivated Territory Sales Manager with a proven record of selling to Cable/MSO accounts in CA, AZ and NV, and Service Providers and Private Network Operators in Northern CA. In this role you will maximize existing business, drive new business, and drive customer engagement. You will develop and implement sales plans and ensure their alignment with the overall account strategies. The ideal candidate will have strategic relationships, experience, and skill set needed to sell up to the VP level in these accounts.


Technical Requirements


Sales Focus: 

•    Responsible for the overall revenue and margin growth of EXFO T&M products in assigned accounts
•    Aggressively pursue new opportunities within assigned accounts
•    Develop and execute sales plans for assigned accounts
•    Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities within assigned accounts
•    Communicate effectively to ensure the flow of information between the customer and key internal (EXFO) stakeholders


Customers Focus:  

•    Learn and understand the customer’s business and align EXFO’s solutions to business needs
•    Elevate EXFO’s value by positioning EXFO as a business partner that understands the account’s technologies and business needs.


Product Focus: 

•    Learn and understand EXFO’s T&M product portfolio and be able to apply products to solve customer challenges.
•    Learn and understand customer’s strategy, business goals and metrics, and challenges, and communicate this to EXFO product teams to align product roadmaps with customer requirements. 


Required Skills and Aptitudes: 


•    Working knowledge of wireless and wireline network technologies
•    Expert in telecommunications technologies, topologies, and testing methods
•    Strong entrepreneurial spirit - recognizes and capitalizes 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
•    Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
•    Exceptional understanding of market trends and T&M landscape
•    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


Academic and Professional Requirements: 


Education: 4-year technical degree, EE, optics, telecommunications, or similar preferred
Experience:  Minimum 5 years of sales experience with communications products or services.
Language requirements:  English written and spoken.

Ability to travel:  Approximately 70% travel required.
Authorization to work in US.


EXFO and its US entities are Equal Opportunity Employers.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or veteran status.





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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