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Sales Director

Main locations: 

Italy, IT Paris, FR Southampton, GB Hallbergmoos, DE Rennes, FR

Job Type:  Full-time
Workplace type:  Remote
Offer number:  3157

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 looking for a dynamic self-motivated leader that is capable of taking a strategic approach to managing an international sales team and growing our EMEA Channel business. This individual will need to have experience in developing, implementing and driving channel based sales plans across EMEA. Candidate should have experience in managing and motivating a team of international sales managaers.
What you’ll do


Sales Focus:

  • Responsible for developing the sales strategy and growth for EMEA Channel business
  • Manage and Motivate Pan EMEA Sales team
  • Develop and enhance Route to Market Strategy thought EMEA 
  • Develop and enhance executive level relationship in key accounts and through partners within territory


Customer Focus:

  • Drive and enhance partner strategy across EMEA
  • Develop partners relationships to ensure smooth acceptance of products.
  •  Increase adoption of EXFO's test automation solutions within region.


Product Focus:

  • Promote both EXFO’s Test and Measurement and Fiber monitoring solutions within Territory.
  • Provide technical interface between Product Management Team and customers by developing and maintaining relationships with regional team, partners and key customer.
  • Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements for EMEA Market
  • Provide competitive intelligence – feature set, road map, pricing


What we’re looking for
Technical Requirements

  • Understanding of the key transformations that our customers are going through and able to position our solutions to aid these transformations.
  • Technical understanding of Optical,Transport / Datacom and RF/Mobile networks is beneficial. Understanding Telecom Fixed /Mobile Networks including Metro, Core, FTTH and 5G is important. 

Required Skills and Aptitudes

  • Strategic thinker
  • Possess leadership qualities and good interpersonal and communications skills.
  • Able to motivate direct and in-direct reports
  • Self starter and able to communicate and interact at executive level
  • Autonomous, well organized, and results-oriented.
  • Knowledge of the client and the client’s structure.

Must have
Academic and Professional Requirements
• Education: Degree holder in Telecommunications or Engineering.
• Pertinent experience: Minimum 10 years experience of selling Telecommunication test and or assurance solutions
• Language requirements:  English written and spoken. Additional languages are advantage.
• Ability to travel. Approximately 50% - 70% travel required.

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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