Note: The job is a remote job and is open to candidates in USA. EXFO America Inc. is seeking an Account Manager to drive sales growth for their fiber-optic and network solutions. The role involves engaging with various stakeholders in the telecom industry, managing sales pipelines, and developing customer relationships to meet sales goals.
Responsibilities
- Drive sales growth for EXFO's fiber-optic, Ethernet, network validation, monitoring, and test-data management solutions across infrastructure markets
- Engage electric utilities and affiliated organizations supporting Data Center Interconnect (DCI) and the continued growth of AI-related network capacity
- Target middle mile networks and rural Fiber-to-the-Home (FTTH) deployments
- Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships
- Manage the pipeline of opportunities from current and prospective customers to ensure that sales goal can be met
- Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing
- Maintain all sales resources and databases such that they are kept up to date and accurate
- Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible
- Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications
- Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements
- Build relationships across executive, engineering, IT/OT, network operations, broadband, construction, procurement, and project management teams within target accounts
- Understand each customer’s role in the DCI ecosystem, including fiber ownership, transport services, rights-of-way, network construction, telecommunications assets, partnerships, and regional infrastructure expansion
- Engage EPCs, engineering firms, OSP contractors, system integrators, consultants, test-and-turn-up providers, and technology partners that influence specifications and purchasing decisions
- Lead discovery sessions, technical presentations, demonstrations, workshops, and proof-of-value activities that align EXFO solutions with customer operational and business requirements
- Strengthen existing account relationships while identifying new stakeholders, applications, projects, standards opportunities, buying centers, and adjacent growth opportunities
Skills
- Degree holder/and or equivalent in Telecommunications or Optics
- 5 years' sales experience is required, preferably in a technical capacity
- English written and spoken
- Willing and able to travel, 60-70% of the time
- Demonstrated ability to work independently and meet goals is required
- Strong interpersonal and communication skills, both oral and written, are required
- Personally motivated, aggressively goal-oriented focus required
- Working knowledge of fiber-optic testing, including OTDR, optical loss, power measurement, connector inspection, and fiber characterization
- Understanding of fiber construction, acceptance testing, troubleshooting, and documentation for DCI, middle-mile, FTTH, and utility networks
- Familiarity with Ethernet and optical transport testing, including service activation and performance validation from 1G through 400G/800G
- Ability to translate customer network requirements into appropriate EXFO test, monitoring, and workflow solutions
- Experience supporting technical demonstrations, proof-of-value evaluations, test-plan development, customer training, and test-results analysis
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