Technical Sales Specialist

What you’ll do
As a Technical Sales Specialist, you will be an integral part of the Sales Organization and will be responsible for providing technical leadership, market intelligence and competitive analysis to enhance the Sales Organization’s ability to compete in existing and emerging markets. You will assist driving the sales process on the technical side in conjunction with the Regional or Channels Sales Managers, as well as actively identifying Sales opportunities.  You will act as the main technical lead throughout the sales process providing best in class expertise to EXFO customers and within EXFO. You will share the business goals of the Sales Organization and play a critical role to liaise and channel technology and industry intelligence to the Product Marketing team.

What we’re looking for
You will provide technical leadership throughout the whole sales process; you will provide technical pre-qualification for new opportunities pertaining to EXFO’s products and solutions. You will serve as the product champions for existing and EXFO’s innovations by developing expertise on the technology and the solutions applications in the industry, its capabilities, competitors and markets. You will be working closely to Regional Sales Manager and potentially Channel Sales Managers assist technically and conduct customer visits -individual or joint- providing expert advice on the uniqueness and advantages of EXFO solutions.  You will be the Trusted Advisor on all technical aspects for any sales activity particularly identifying opportunities for assigned markets enhancing regional business

Must have

• Provide pre-sales technical expertise by creating and delivering compelling pre-sales presentations, and by developing and maintaining thorough and in-depth product knowledge regarding all aspects of EXFO products and solutions in EMEA.
• Provide Sales Support by learning the products, identifying product applications and by studying and disseminating market trend information.
• Assess potentially new and existing applications of EXFO products to meet customer needs ensuring sales and sales management teams are kept up to date on the progress of sales opportunities and product applications.
• Provide follow-up sales support by disseminating technical information on specific applications within EXFO sales team and with customers.
• Implement product evaluation support, customer training sessions as well as post sale support when high level expertise is required.
• Act as an extension of the product marketing team by providing feedback on customer requirements and needs, product challenges, market trends, competitive data, as well as assisting with revision and development of technical documentation.
• Continuously educate the sales force about new market opportunities, market trends, as well as the continuing evolution of EXFO’s product line.
• Support trade shows, conferences, seminars and other marketing events.
• Take the lead with the technical requirements for RFQ, RFP and RFIs.
• Prepare reports, as required by the management team. 

Deep knowledge of Fiber-Optic Test & Measurement technology and solutions including:

• Previous experience with Service Assurance and monitoring systems is preferred
• Familiarization of Wireless protocols: 2G, 3G, 4G/LTE, 5G/NSA/SA
• Deep knowledge of mobile core network protocols and procedures
• A good understanding of Cloud Native Computing and associated technologies is beneficial

Required Skills and Aptitudes

• Exceptional oral and written communication skills
• Self-starter and able to communicate and interact with colleagues and customers at all levels
• Autonomous and well organized
• Possess drive, motivation and acute attention to detail ensuring all sales opportunities are captured and explored
• Highly self-motivated and results-oriented

Academic and Professional Requirements
Education: Bachelor's degree in Electrical Engineering, Electronics, Computer Science, Telecoms or other related technical major preferred. Alternatively, exceptional track record and experience in the industry could also be considered.
Pertinent experience: Demonstrated engineering skills and successful customer soft skills
Technical telecom applications/sales expertise
Language requirements:  Fluent in speaking and writing Spanish and English.

Other: Willing and able to travel around 60% of the time.