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Sales Engineer / Ingenieur(e) aux ventes

Main locations: 

Remote Office, US

Job Type:  Full-time
Workplace type:  Remote
Offer number:  5163

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 seeking an experienced Sales Engineer to support and propel our growth in the Hyperscale and Cloud Provider market space.

DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

 

 Sales Focus:

  • Support EXFO Sales Team by promoting testing solutions into private network markets, including hyperscalers, cloud network providers, datacenter providers, and their contractors.
  • Work closely with customers to understand their fiber network deployment and testing processes and issues.
  • Help customers optimize and gain and efficiency in their network deployment processes through the demonstration, integration, and implementation of EXFO hardware, software and cloud solutions.
  • Participate in field evaluations to ensure solution adoption and success and that customers are properly trained and tutored on EXFO testing solutions.
  • Manage technical aspects of lab evaluations in close coordination with sales manager to ensure laboratory product approval.
  • Respond to RFPs in close coordination with sales manager to provide best positive response to all technical requirements.
  • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
  • Develop and deploy sales force training curricula and typical use cases in coordination with Sales Manager and Director.
  • Support will consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support, taking full responsibility of the demo equipment and assigned company assets.

 

Customer Focus:

  • Provide solution proposals and justification to suit customer needs.
  • Maintain close supportive relationships with key accounts to ensure smooth acceptance of products.
  • Develop and provide trainings, test plans and job aids for customers and cable system vendors to ensure smooth acceptance of products.
  • Assist customer with development of test processes, job creation process, and test automation solutions to include custom scripts and/or applications.
  • Prepare and present technology seminars to educate customers and potential customers on EXFOs testing solutions.

 

Product Focus:

  • Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at key accounts.
  • Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
  • Provide competitive intelligence – feature set, road map, pricing.
  • Participate in product improvement by identifying product applications and by studying and disseminating market trend information
  • Explore alternative products and technology integrations that could improve EXFO’s overall solutions and enhance product sales.
  • Author/Co-Author application notes and white papers to increase product visibility and acceptance.
  • Versed in fiber optic, protocol and wireless/RF technologies. The candidate should have an extensive knowledge of physical and optical layer technology and applications (OTDR, OLTS, dispersion, DWDM, PON and FTTx), and knowledge of ethernet and transport protocols and applications. Knowledge of wireless/RF technologies is a plus.  An understanding of datacenter network architectures is also important. 

 

COMPETENCIES REQUIREMENTS

  • Extremely customer-oriented
  • Curious with outstanding technical skills
  • Entrepreneurial, motivated, self-starter
  • Action- and results-driven
  • Autonomous with good judgment
  • Highly responsible and courteous
  • Excellent communication, presentation, and interpersonal skills
  • Able to travel at least 50%.

 

ACADEMIC AND PROFESSIONAL REQUIREMENTS

 Education: Degree holder in Engineering, Technology, Telecommunications or Optics.

Experience: Minimum of 7 years in a similar role. 

Language requirements:  English written and spoken.

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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