Account Manager

EXFO

EXFO Account Manager expanding telecom fiber, DCI and submarine network solutions across EMEA. Building strategic accounts, infrastructure opportunities and scalable growth plays.

Posted 8/14/2026full-timeRemote • 🇬🇧 United KingdomMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing pan-EMEA DCI accounts and executing strategic engagement across telecom and infrastructure sectors. Proficient in fiber characterization, lifecycle assurance, and translating customer requirements into actionable plans.

Highest-signal resume keywords

Senior Sales ExperienceAccount ManagementFiber CharacterizationDCI Ecosystem KnowledgeCRM Discipline

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Telecom Test and MeasurementOptical TransportHigh Fiber Count DeploymentOTDRRFTMHigh-Speed EthernetMonitoringLifecycle AssuranceOpportunity ManagementTechnical Validation

Soft Skills

Relationship-BuildingExcellent CommunicationCollaborative MindsetCuriositySelf-Motivation

Tools & Technologies

CRM SoftwareFiber Characterization ToolsMonitoring SolutionsAutomation ToolsProposal Software

Industry Keywords

DCISubmarine NetworksFiber InfrastructureUtilitiesEnergyTransportTelecomEcosystem MappingStrategic OperatorsInfrastructure Providers

About the role

Key responsibilities & impact

Develop and execute pan-EMEA account plans for priority DCI and Submarine customers
Coordinate strategic engagement across key pan-European DCI accounts
Extend DCI coordination into MEA priority accounts
Identify and pursue major DCI infrastructure opportunities in utilities, energy and transport
Map customer vendors, contractors, deployment partners and ecosystem influencers with regional sales teams
Work with the Private Networks team on hyperscaler influence, product approvals, timing, reporting, specifications and SLAs
Track submarine builds, upgrades, consortiums and ecosystem participants
Promote lifecycle value across EXCHANGE, handheld fiber characterization, RFTM, High Speed and Submarine test solutions
Support workshops, proposals, proof-of-concept activities and executive customer reviews
Maintain CRM visibility of account plans, contacts, opportunities, next steps, decision criteria and progress against FY27 growth objectives
Own pan-EMEA DCI accounts and coordinate with strategic operators and infrastructure providers
Map the submarine market and create opportunities across hyperscale and telecom segments
Position high fiber count lifecycle deployment, hollow core deployment adoption and end-to-end assurance
Convert regional success cases into scalable plays across Europe, the UK, Middle East and Africa

Requirements

What you’ll need

Senior sales, account management or business development experience in telecom test and measurement, fiber infrastructure, DCI, submarine networks, optical transport or related technology markets
Strong understanding of the EMEA DCI ecosystem, including carriers, fiber infrastructure providers, utilities, transport, energy and pan-regional network operators
Ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams
Ability to translate customer requirements into structured internal actions, including technical validation, workflow needs, reporting requirements, training and roadmap input
Strong working knowledge of fiber characterization, high fiber count deployment, OTDR, RFTM, high-speed Ethernet, monitoring, lifecycle assurance and DCI use cases
Familiarity with CRM discipline, account planning, opportunity management and executive reporting
Fluent English required
Willingness and ability to travel across EMEA
Expected travel approximately 40–50% depending on business needs
Existing network of contacts across European DCI operators, carriers, submarine consortia, contractors, utilities or major infrastructure owners preferred
Experience selling lifecycle assurance, optical testing, monitoring, automation or fiber deployment solutions into strategic telecom and infrastructure accounts preferred
Ability to engage with engineering, operations, architecture, procurement, deployment and executive stakeholders
Experience creating partner or ecosystem maps and converting them into practical go-to-market actions
Strategic, proactive and highly structured account leadership style
Strong relationship-building skills across complex multi-country customer organizations
High ownership, curiosity and self-motivation
Excellent communication skills and ability to simplify technical value propositions for commercial and executive audiences
Collaborative mindset and ability to work across regions, functions and reporting lines
Comfort operating in a fast-moving growth market with incomplete information and shifting priorities

Benefits

Comp & perks

Equal opportunity employer
Inclusive environment for all employees
Travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, technical demonstrations, trade shows and internal alignment sessions