EXFO

Application Engineer

• Reporting to the Sales Engineering Manager EMEA
• Responsible for providing technical leadership, market intelligence and competitive analysis to enhance the Sales Organization’s ability.
• Support the sales process on the technical side in conjunction with Regional or Channels Sales Managers.
• Assess potentially new and existing applications of EXFO products to meet customer needs.
• Elevate the expertise of the EMEA Application team by providing technical coaching to them.
• Establish and maintain long-term relationships within high profile accounts (direct or via partners).
• Support trade shows, conferences, seminars and other marketing events.

Team Lead – Application Engineering

• Provide pre-sales support to the NEM and LAB customer base
• Online or onsite demonstrations, presentations, evaluation support, and technical reviews of our products
• Support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications
• Participate in field evaluations to ensure customers are properly trained on EXFO testing solutions
• Provide direct feedback to the Business Unit regarding competitive information and new feature requests

Account Manager

• Lead sales growth and revenue generation within Cloud Services and Hyperscale Accounts portfolio
• Manage strategic relationships and serve as primary point of contact for assigned accounts across the Western United States
• Identify upsell and cross-sell opportunities and meet or exceed quarterly and annual sales targets
• Deliver tailored product and solution demonstrations, articulating value propositions and ROI to technical and business audiences
• Collaborate with Global Account Manager, Sales Engineering, Technical Sales Support, Product & Solutions Management, and Customer Success
• Provide field feedback to shape product and service offerings
• Travel to customer sites, industry events, and internal meetings; manage territory coverage effectively

Sales

• Execute and drive sales strategies in assigned territories reporting to the APAC Sales Director.
• Focus on Datacenters, Hyperscalers and Enterprise accounts throughout the South-East Asia region.
• Responsible for development and growth of EXFO business (Test & Measurement and Remote Fiber Testing and Monitoring) in the region.
• Sell assigned EXFO products and services into defined territory and market segments.
• Lead, maintain and establish relationships with channel partners and key accounts.
• Execute regional sales and channel strategy and country marketing plans for key focus markets.
• Manage and grow sales pipeline and maintain accurate sales resources and databases.
• Lead or support trade shows, conferences, customer demonstrations, and field evaluations; provide product demonstrations and application support.
• Manage technical aspects of lab evaluations to ensure product approval; respond to RFPs in coordination with PLMs.
• Maintain and prepare demo materials, take responsibility for demo equipment and assigned company assets.
• Serve as technical interface between Product Management and customers, developing and maintaining key technical relationships at focus accounts.

Regional Sales Manager

• Act as trusted advisor and pre-sales technical manager for EXFO test & measurement solutions
• Own pre-sales cycle: engage customers, support proposals, pricing estimates, resource requirements, timelines, SOW language, and acceptance test plans
• Support sales team to close opportunities and achieve regional sales/business development objectives
• Serve as technical interface between SEA customers, sales, product management, post-sale support, and R&D from HQ
• Develop and deliver product presentations, demos, POC deployments and field trials
• Ensure demo equipment deployment and adoption for trials; provide post-implementation onsite troubleshooting support
• Maintain documented customer profiles and accurate CRM data for every quoted opportunity
• Provide customer feedback to corporate HQ on features, issues, success stories, and competitive intelligence

Manager

• Sales Focus : Work closely with the National Channel Manager (NCM) and EXFO District Sales teams by promoting test equipment into key EXFO market segments.
• 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.
• Develop MARCOM sales strategies for Distributors in coordination with National Channel Manager.
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• Manage technical aspects and evaluations in close coordination with sales team to ensure 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.
• Customer Focus: Provide solution proposals and justification to suit customer needs.
• Maintain close supportive relationships with Distribution Accounts and sales teams to ensure EXFO mindshare.
• Perform QBR (Quarterly Business Reviews) with assigned Distributors to ensure alignment and account growth.
• Work with Distribution to develop customized promotions and marketing plans.
• Assists Distributors with customer facing activities that promote EXFO solutions.
• Prepare and present technology seminars to educate customers and potential customers on EXFO’s testing solutions.
• Product Focus: Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships.
• Advise Product Management Team on product feature/road map to coordinate with upcoming field requirements.
• Provide competitive intelligence – feature set, road map, pricing
• Technical Requirements: Versed in the Fiber Optic and/or protocol technology. The candidate should have an extensive knowledge of the Physical and optical layer technology and applications (OTDR, loss test, dispersion, DWDM, PON and FTTx) and Protocols technology and applications (SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, xDSL etc.)
• Versed in GSA Sales cycle and sales channel management with an emphasis on distribution.
• What are we looking for: Good analytical skills Detail-oriented, methodical and organized Highly responsible Colleage Degree 3 years of experience in Distribution Sales in Telecommunications Fluent in english - Written and Spoken Ability to travel - Approximately 50% to 70% travel required

Team Lead – Application Engineering

Application Engineer

Account Manager

Regional Sales Manager

Application Engineer

Regional Sales Manager

Distribution Channel Manager