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Global Account Manager

Main locations: 

Remote Office, US

Job Type:  Full-time
Workplace type:  Remote
Offer number:  4930

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.

 

Job Title: Global Account Manager - Hyperscale Accounts 

 

 Job Summary:

The Global Account Manager will be responsible for managing and developing key hyperscale accounts within the global data center market. This role requires a deep understanding of both the client's and the company's business objectives, and the ability to bridge the two to achieve mutual success. The GAM will collaborate with cross-functional teams to deliver solutions that meet the unique needs of each client, while also identifying opportunities for growth.

 

Key Responsibilities:

  • Develop and implement strategic plans to manage assigned global hyperscale accounts.
  • Responsible for overall revenue and margin growth of the complete line of EXFO products into assigned Hyperscale Accounts.
  • Drive product approval and standardizations in collaboration with EXFO internal and client stakeholders.
  • Establish and maintain strong relationships with key stakeholders in client organizations.
  • Monitor account performance and provide regular reports on account status and metrics to senior management.
  • Collaborate with marketing and product development teams to align services and solutions with client needs.  
  • Ensure consistent communication and collaboration between regional teams to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.  
  • Coordinate and collaborate with Regional Sale teams across the Globe via dotted line to maximize Hyperscale account potential.

 

Additional Responsibilities include:

  • Anticipates and assesses new opportunities within assigned Hyperscale accounts.
  • Effectively utilizing and motivating all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
  • Coordinate with internal teams to ensure timely and effective delivery of services and solutions.
  • Train and educate sales and peer organizations on relevant applications, technologies, and solutions.
  • Collaborate with relevant internal teams for contracts and terms of service agreements with clients.
  • Develop a deep understanding of the client's market, industry trends, and competition.
  • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
  • Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements

 

Qualifications:

  • 7 to 10 years experience in account management, with proven track record of managing and growing large accounts. 
  • Strong negotiation and conflict resolution skills.
  • Familiarity with CRM software and other account management tools.
  • Experience working in diverse cultural and business environments.
  • Excellent analytical and strategic thinking skills.

Preferred Qualifications:

  • Experience in the data center market and managing hyperscale accounts.
  • Knowledge of industry trends and emerging technologies in data centers.
  • Ability to work effectively in a fast-paced, dynamic environment. 

 

 


 

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 careers@exfo.com or, if you are applying for a job located in Mexico, at mexico-careers@exfo.com.

Thank you for your interest in EXFO!

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