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Job title National Account Manager - (CDN NEMS, CDN Gov) Posting
Department EXFO America Inc.
EXFO is looking for a dynamic self-motivated individual that is capable of taking a strategic approach to selling into key, high profile accounts. This individual will need to have experience in developing and implementing key account sales plans for their region of responsibility, while integrating that strategy into the overall territory sales plan. Candidate should have experience with and possess the skill sets required to sell to management and director levels with large Network Equipment Manufacturer accounts, as well as navigate the CDN Government procurement process, the territory also will include the Educational R&D customers in the Province of Quebec, as well as Ottawa.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Responsible for developing the sales growth of all of EXFO’s T&M products for the assigned Territory, based in Quebec (Montreal) or Ottawa, the territory will include, but may not be limited to our National NEMS accounts, as well as the CDN Government locations based in Quebec and Ontario.
Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
Develop and deploy sales force training curriculum when required.
Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
Manage technical aspects of lab evaluations in close coordination with the SME’s to ensure laboratory product approval.
Respond to RFPs in close coordination with the sales support team to provide best positive response to all technical requirements.
Support will 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.
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.
Assists customer with development of test automation solutions to include custom scripts and/or applications.
Prepare and present technology seminars to educate customers and potential customers on EXFOs testing solutions.
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.
Author/Co-Author application notes and white papers to increase product visibility and acceptance.
Ideally versed in fiber optics, protocol, wireless and PIC technologies. The candidate should have an extensive knowledge of the Physical and optical layer technology and applications (OTDR, loss test, dispersion, DWDM, PON and FTTx) and Protocols technology and applications (SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, xDSL etc.) as well as the ability to stay current with the latest emerging technologies.
• Versed in Fiber Optic technology and the protocols technology and applications
• Self Starter and able to communicate and interact with people at all levels
• Autonomous, well organized, and results-oriented, meets deadlines.
• Possess leadership qualities and good interpersonal and communications skills
• Business Acumen with a good sense of value selling