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Careers at EXFO

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Regional Sales Manager

Italy

Milan

The EXFO Regional Sales Manager is a seasoned professional who has experience in supporting the sales efforts for high-value, IP-based, networking solutions at multiple levels within various fixed line and wireless telecommunications service providers.  Highly developed organizational and people skills are a must as you will be establishing and maintaining long-term relationships with large, high profile accounts. Skills and ability to sell professional services via Managed & Field Services are required. The EXFO Regional Sales Manager will be focused on selling the EXFO Portfolio for operator, network manufactures and channel sales partner customers mostly in Italy, Mediterranean, Central & Western Europe area

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Sales Focus:

• Sales of all EXFO products and services into the defined territory. Including but not limited optical products, protocol products, access products and wireless systems.

• 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.

• 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.

 

Services Focus:

• Understanding of operator processes, in deployment and maintenance.

• How a contractor steers their customer demands.

• Controls subcontractors etc.

• Knowledge of business rational of outsourcing deals.

 

Requirements:

• Basic knowledge of the main transmission technology and applications (OLS/OTDR/TDR, FTTx Architecture Knowledge, DWDM/CWDM etc.).

• Basic knowledge of optical physical layer testing (optical dispersion, optical spectral analysis).

• Previous experience with test equipment is preferred.

• SDH, next generation SDH, OTN, ATM, Frame Relay, Fiber Channel, Carrier Ethernet, TCP/IP, Voice over IP, etc.) will be an asset.

• Basic knowledge of wireless and mobile technologies and analytics.

 

Competencies:

• Demonstrated ability to work independently and meet goals is required.

• Demonstrated ability and skills on selling professional services via outsourcing contracts for Managed & Field Services.

• Strong interpersonal and communication skills, both oral and written, are required.

• Personally motivated, aggressively goal-oriented focus required.

 

Education:

• Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent

• 5 years’ sales experience is required, preferably in a technical capacity.

Language requirements: Fluent in English. Other languages would be beneficial but not mandatory.

Travelling: Willing and able to travel, 60-70% of the time.

Regional Sales Manager Milan, Italy | Posted 19 days ago

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