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Business Development Manager

Main locations: 

Remote Office, US

Job Type:  Full-time
Workplace type:  Remote
Offer number:  4437

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 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.

Since our beginnings in 1985, diversity has been one of EXFO's core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

EXFO is at the forefront of test and service assurance solutions for wireless and wireline network operators and equipment manufacturers in the telecom industry worldwide. We're dedicated to delivering innovative solutions for the development, installation, management, and maintenance of converged, IP fixed, and mobile networks. 


Your role will be instrumental in driving business development and engaging with diverse customers in the Wireless Market Accounts. You'll collaborate in defining and implementing sales plans, integrating them into our broader strategic vision. We value diverse perspectives and encourage candidates from all backgrounds to apply. 


Key Responsibilities: 

  • Enhance revenue and margin growth for EXFO’s product line in the wireless service provider markets. 

  • Proactively seek new opportunities in your region, supporting and valuing diverse market needs. 

  • Utilize and inspire a diverse team, including technical support specialists and channel partners, to pursue revenue opportunities. 

  • Ensure effective communication among internal stakeholders and customers, respecting and valuing different perspectives and ideas. 

  • Surpass targets in wireless solutions for the designated region. 

  • Develop a comprehensive business plan that respects and reflects diverse market needs. 

  • Liaise between sales and product management to ensure inclusivity in product development. 

  • Develop and execute strategic plans, fostering an environment of equality and inclusiveness. 

  • Collaborate with the marketing team to create brand messaging that resonates with a diverse audience. 


Customer Focus: 

  • Understand and support customers’ diverse business needs, positioning EXFO as an inclusive business partner. 

  • Maintain awareness of diversity in technology and business needs to better align with customers. 


Product Focus: 

  • Understand the diverse visions and goals of customers, aligning with EXFO’s diverse team. 

  • Collaborate with customers on road map decisions, ensuring inclusivity in upcoming requirements. 


Required Skills and Aptitudes: 

  • Knowledgeable in wireless network technologies with a commitment to understanding diverse market needs. 

  • Expertise in Telecommunications Technologies, Topologies, and Testing methods. 

  • A strong entrepreneurial spirit, valuing diverse opportunities and perspectives. 

  • Outstanding communication skills, including the preparation and delivery of professional presentations to a varied audience. 

  • Proficiency in solution selling, demonstrating skills in a diverse and inclusive environment. 

  • Understanding of market trends and competitive issues, with a focus on diversity and equity. 

  • Problem-solving skills that respect and acknowledge diverse perspectives. 

  • Motivation, enthusiasm, and adaptability in a diverse workplace. 

  • Organizational skills and a results-oriented approach in a team that values diversity. 

  • Ability to interact respectfully and effectively with individuals at all levels, valuing diverse perspectives. 

  • Leadership qualities with a commitment to collaboration and diversity. 


Academic and Professional Requirements: 

  • Education: Degree in Telecommunications, Optics, Engineering, or related fields, with a commitment to lifelong learning in a diverse environment. 

  • Experience: Minimum of 5 years in sales of telecommunication equipment or services, with a focus on inclusivity in the telecommunications market. 

  • Language: Proficiency in English, with a commitment to inclusive communication. 

  • Travel: Willingness to travel, with respect for diverse locations and cultures. 

  • Authorization to work in the US, valuing diverse backgrounds and experiences. 

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read our DEI Statement.

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.

Do you have questions about this career opportunity or our hiring process? Contact us at


Thanks for your interest in EXFO

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