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Sales Development Representative / Representant(e) developpement des ventes

Main locations: 

Southampton, GB

Job Type:  Full-time
Workplace type:  Hybrid
Offer number:  4266

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 Overview

We are seeking a highly organized, dynamic, initiative-taking Channel Development Representative (CDR) salesperson to manage and grow our EMEA Office Based Sales (OBS) Channel business. This individual will need to have experience in developing, implementing and driving channel-based sales across the UK.

The CDR sales focus will be to develop and enhance EXFO’s relationship in key accounts through partners within the assigned territory.

A CDR is an integral part of the geographic Sales team sitting within the Office Based Sales (OBS) organization. CDRs work closely within the Sales team supporting the business through the remote management of transactional opportunities from the Sales Channel. A CDR’s performance is measured and renumerated against a yearly sales target which is contained within (as a subset of) the Sales team’s overall sales target. CDRs are expected to have a sufficient level of technical acumen, commercial awareness and sales experience.

Responsibilities

  • Ensure a clearly defined commercial relationship (reseller, distributor) is in place for the Channel
  • Develop and maintain an understanding of the EXFO Test & Measurement product portfolio to the extent that enables a confident conversation to be initiated with a Channel contact on product functionality and value offered
  • Sales target management with Channel contacts through telephone calls and messaging applications (e.g., TEAMS, WhatsApp, Messenger)
  • Maintain accurate Account and active Sales Opportunity data in EXFO’s C4C (CRM) system
  • Provide a monthly forecast for active sales channel opportunities being worked on and be able to show progress on a weekly basis on how sales opportunities are developing
  • Highlight product feature/road map requirements from the EMEA Channels to EXFO’s Product Management Team
  • Provide competitive intelligence – feature set, road map, pricing

 

 

Job Requirements (Education, Attributes, Skills, Experience)

  • Studied to achieve a Bachelor's degree in telecoms related technical/engineering, business, marketing or equivalent work experience
  • Have a sufficient technical understanding of Optical, Transport / Datacom and RF/Mobile networks
  • Possess leadership qualities, have excellent communication (written, verbal English) and interpersonal skills
  • Able to motivate contacts for re-selling
  • Have knowledge of the channel partners’ structure
  • A demonstrated ability to achieve goals
  • A love of sales and the exceeding of sales targets
  • Strong organizational and time-management skills with the ability to prioritize tasks and meet deadlines
  • The ability to work collaboratively with cross-functional teams to achieve company goals
  • The ability to work independently and as part of a team in a challenging environment
  • Demonstrate initiative in handling problematic situations

 

Any other combination of work experience and educational qualifications will be considered.

 

 

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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