Essential duties and responsibilities include the following. Other duties may be assigned.

Sales Focus

• Responsible for the development and growth of business in Japan
• 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. This includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
• 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. Adapt to and quickly learn new technologies and products.
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• Manage technical aspects of lab evaluations to ensure laboratory product approval.
• Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.
• Duties will also 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 focus accounts to ensure smooth acceptance of products.
• Perform customer training when appropriate to ensure smooth acceptance of products.
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• Assist in preparation and presentation of 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 at focus accounts.
• Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
• Provide competitive intelligence – feature set, road map, pricing.

TECHNICAL REQUIREMENTS

• SDH, next generation SDH, OTN, ATM, Frame Relay, Fibre Channel, Carrier Ethernet, TCP/IP, Voice over IP, etc.
• Knowledge of optical physical layer testing (optical dispersion, optical spectral analysis) is advantageous but not essential as training will be provided
• Wireless protocols: 2G, 3G, 4G/LTE
• Familiar with network monitoring and/or test tools
• High degree of knowledge of IP network design principles
• Knowledge of softswitch network design and service delivery including VoIP

REQUIRED SKILLS AND APTITUDES

• 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.

ACADEMIC AND PROFESSIONAL REQUIREMENTS

Education:  Degree holder in Telecommunications, Engineering (Electronics) or equivalent. Business degree a definite asset

Pertinent experience: Sales experience is required, preferably in a technical capacity.

Language requirements: Ability to competently write and speak in English is mandatory, other local languages will be advantageous

 EXFO is an equal-opportunity employer.