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Careers at EXFO

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Territory Manager

United States

California

                                                                                                                                                                                                                          

Job Description

We are seeking a dynamic, self-motivated Territory Sales Manager with a proven record of selling to Cable/MSO accounts in CA, AZ and NV, and Service Providers and Private Network Operators in Northern CA. In this role you will maximize existing business, drive new business, and drive customer engagement. You will develop and implement sales plans and ensure their alignment with the overall account strategies. The ideal candidate will have strategic relationships, experience, and skill set needed to sell up to the VP level in these accounts.

 

Technical Requirements

 

Sales Focus: 

•    Responsible for the overall revenue and margin growth of EXFO T&M products in assigned accounts
•    Aggressively pursue new opportunities within assigned accounts
•    Develop and execute sales plans for assigned accounts
•    Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities within assigned accounts
•    Communicate effectively to ensure the flow of information between the customer and key internal (EXFO) stakeholders

 

Customers Focus:  

•    Learn and understand the customer’s business and align EXFO’s solutions to business needs
•    Elevate EXFO’s value by positioning EXFO as a business partner that understands the account’s technologies and business needs.

 

Product Focus: 

•    Learn and understand EXFO’s T&M product portfolio and be able to apply products to solve customer challenges.
•    Learn and understand customer’s strategy, business goals and metrics, and challenges, and communicate this to EXFO product teams to align product roadmaps with customer requirements. 

 

Required Skills and Aptitudes: 

 

•    Working knowledge of wireless and wireline network technologies
•    Expert in telecommunications technologies, topologies, and testing methods
•    Strong entrepreneurial spirit - recognizes and capitalizes 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
•    Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
•    Exceptional understanding of market trends and T&M landscape
•    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

 

Academic and Professional Requirements: 

 

Education: 4-year technical degree, EE, optics, telecommunications, or similar preferred
Experience:  Minimum 5 years of sales experience with communications products or services.
Language requirements:  English written and spoken.

Ability to travel:  Approximately 70% travel required.
Authorization to work in US.


 


 

 

Customers Focus 

 

Sales Focus:

  • Responsible for the overall revenue and margin growth of the EXFO Test and Measurement product portfolio.
  • Anticipates and assesses new opportunities within their assigned region.
  • Effectively utilizing and motivating all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
  • Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.

 

Customer Focus:

  • Understands the customers’ business and supports 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:

  • Understands the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can successfully communicate this to the EXFO team.
  • Align the EXFO Product Management Team with accounts’ and engage the customer on road map decisions to align with upcoming customer requirements.

 

Required Skills and Aptitudes

  • Knowledge regarding wireless and wireline network technologies
  • Expert in Telecommunications Technologies, Topologies and Testing methods
  • 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
  • Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
  • Excellent understanding of market trends and competitive issues
  • Excellent problem-solving skills
  • Highly motivated, enthusiastic, and adaptable
  • Autonomous, well organized, and results-oriented
  • Able to interact with people at all levels
  • Possesses leadership qualities and ability to collaborate with supporting teams.

 

    Academic and Professional Requirements

    • Education: Degree holder in Telecommunications, Optics or Engineering.
    • Experience: At least (5) years’ experience selling telecommunication equipment and or services into the telecommunications market.
    • Language requirements: English written and spoken.
    • Ability to travel. Approximately 70% travel required.
    • Authorization to work in US.

     

    EXFO and its US entities are Equal Opportunity Employers.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or veteran status.

     

     

     

     

    Territory Manager California, United States | Posted 11 days ago

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