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Distribution Channel Manager

Main locations: 

Richardson, TX, US

Job Type: 
Workplace type: 
Offer number:  3901

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.


The Channel Sales Manager will be assigned to the USA T&M sales organization and will be assigned to a sales district and be responsible for distribution sales management and all channel sales in the assigned district. 70% travel will be typical and the successful candidate must live in the assigned territory. A stong working knowledge of outside plant networks and physical layer optics is a requreiment. Knowledge of wireless networks is desired.



Work closely with National Channel Manager (NCM) and EXFO sales teams by promoting test equipment into key EXFO market segments. Work and live within the assigned territory within the assigned sales district with the assigned district manager and sales teams to promote and sell EXFO T&M products and solutions. Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications. Develop and deploy sales training curriculum in coordination with National Channel Manager and Sales Director.      Develop MARCOM sales strategies for Distributors in coordination with NCM and Director. Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. Manage technical aspects of lab evaluations in close coordination with sales management to ensure laboratory product approval. Respond to RFPs in close coordination with sales manager to provide best positive response to all technical requirements. 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.



Basic Computer Skills

Experience with MicroSoft Office Software Tools

Technology Minded

Good analytical skills

Good judgement

Detail-oriented, methodical and organized


Self starter capable of working at a fast pace with minimal day to day direction.

Must live in and work from the assigned territory. Working from outside the assigned territory is not acceptable or allowed.

Team oriented and experience in working in matrix orgtanizations.

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

Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth

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