Territory Manager

EXFO develops smarter network test, monitoring and analytics solutions for the world's leading telecommunications service providers, network equipment manufacturers and webscale companies.

With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has the largest active assurance deployment. Our broad portfolio of intelligent hardware and software solutions enable our customer's network transformations related to fiber, 5G, virtualization and big data analytics.

Job Summary:

EXFO is seeking a dynamic, self-motivated Sales Professional with a proven track record of increasing sales within the Western USA. The ideal candidate will have a proven track record of success selling into the private network and enterprise market, with a focus on data centers, co-location facilities, large enterprise accounts and the contractors serving this market. This role requires a strategic thinker with excellent communication skills and the ability to build strong relationships with key decision-makers.

What you'll do:

Sales Focus:

• Develop and execute a strategic sales plan to achieve sales targets and expand our customer base within the assigned territory and the Public Network/DCI Market.
• Identify and pursue new business opportunities within data centers, co-location facilities, large enterprise accounts and the supporting contractor base.
• Build and maintain strong relationships with key decision-makers and stakeholders within end users' and EXFO channel partners.
• Conduct product presentations and demonstrations to prospective clients.
• Stay up-to-date with industry trends, market conditions, and competitor activities.
• Prepare and present regular sales reports and forecasts to management.
• Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities.
• Communicate effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.

Customer Focus:

• Understand the customers' business and support them by aligning EXFO's solutions to their business needs.
• Raise EXFO's presence by positioning EXFO as a business partner who understands the accounts' technologies and business needs.

Product Focus:

• Understand the customers' vision, business goals and metrics, strategic direction and challenges, and communicate this successfully to the EXFO team.
• Align the EXFO Product Management Team with accounts and engage the customer on roadmap decisions to align with upcoming customer requirements.

What we're looking for:

Technical Skills:

• Knowledge regarding wireless and wireline network technologies.
• Working knowledge of fiber optic testing methodologies.
• Strong entrepreneurial spirit: recognizing and capitalizing on opportunities.
• Excellent oral and written communication skills, including the ability to prepare and deliver professional documents and presentations to all levels of an organization.
• Excellent understanding of market trends and competitive issues.

Required Aptitudes:

• Excellent problem solving skills.
• Highly motivated, enthusiastic and adaptable.
• Autonomous, well organized, and results-oriented.
• Able to interact with people at all levels.
• Possess leadership qualities and ability to collaborate with supporting teams.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.