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Territory Manager / Representant(e) local(e) des ventes

Main locations: 

Remote Office, US

Job Type:  Full-time
Workplace type:  Hybrid
Offer number:  5303

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 Summary: 

EXFO is seeking a dynamic, self-motivated Territory Sales Manager with a proven track record of increasing sales within the Mid-Atlantic and Southeast US.  This individual will drive business development and the customer engagement process. You will be part of a team which is responsible for the definition and implementation of sales plans.  In parallel you will help integrate these programs into the overall Strategic Sales Plan.  The ideal candidate must have the strategic relationships, experience and skills required to sell up to VP levels.  

 

What you’ll do:

 

Sales Focus:

  • Responsible for the overall revenue and margin growth of the complete line of EXFO products
  • Anticipates and assesses new opportunities within their assigned region
  • Effectively utilizing  and motivating all available resources (sales account team, technical support specialists,  and channel partners) to aggressively pursue revenue opportunities
  • Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.  

 

Customer Focus:

  • Understands the customers’’ business and is able to support them by aligning EXFO’s solutions to their business needs.
  • Raise EXFO’s presence by positioning EXFO as a business partner who understands the accounts’ technologies and business needs.
  • Heavy focus on Enterprise and Utility markets. 
  • Working closely with signed distribution partners to grow sales in territory and markets served. 

 

Product Focus:

  • Understands the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can successfully communicate this to the EXFO team. 
  • Align the EXFO Product Management Team with accounts’ and engage the customer on road map decisions to align with upcoming customer requirements. 

 

What we’re looking for:

 

Requirements: 

  •  
  • Knowledge regarding Premise Networks, Structured Cabling(Fiber) and Network Technologies
  • Expert in Telecommunications & Datacom Technologies, Topologies and Testing methods
  • Strong entrepreneurial spirit  - recognizing and capitalizing 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
  • Excellent understanding of market trends and competitive issues
  • 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

 

Must have

Pertinent experience: At least (5) years’ experience selling telecommunication equipment and or services into the telecommunications market. Any other combination of experience/studies will be considered.

Language requirements: English written and spoken. 

Education: Degree holder in telecommunications, Optics or Engineering.

 

The position requires 70% of travel and the chosen candidate must have a valid autorization to work in the US.  

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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