EXFO

Sales

Regional Sales Manager

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

Regional Sales Manager

Distribution Channel Manager