EXFO develops smarter network test, monitoring andanalytics solutions for the world’s leading telecommunicationsservice providers, network equipment manufacturers and webscalecompanies—and we love what we do With over 2,000 employees in morethan 25 countries, EXFO is no. 1 worldwide in fiber optic testsolutions, has the largest active assurance deployment and deliversunmatched insights into subscriber experience. Our unique blend ofintelligent hardware, software and professional services enablesour customers’ network transformations related to fiber, 5G and4G/LTE, virtualization and big data analytics. We’re always lookingfor top talent to help us lead the way in a thriving industry withboundless opportunities. Job summary Reporting to the UK SalesManager, the EXFO Account Manager is a seasoned professional whohas experience in supporting high-value sales across multiplelevels within both fixed line and wireless telecommunicationsservice providers. Highly developed organizational and peopleskills are a must as you will be establishing and maintaininglong-term relationships within large high profile accounts as wellas the EXFO team supporting you. The EXFO Account Manager will befocused on selling EXFO Test and Measurement solutions and FibreMonitoring solutions to telecom operators and contractors withinthe United Kingdom. What you’ll do Sales Focus: Sales of Test &Measurement and Fibre Monitoring solutions and services into thedefined accounts Focused Account Management. Develop and maintainkey accounts Prospect to identify and qualify new potentialcustomers, including cold calling and development of leads throughreferral channels, to generate appointments and establishrelationships. Manage the pipeline of opportunities from currentand prospective customers to ensure that sales goal can beachieved. This includes qualification of opportunities within thepipeline, proper prioritization of activities, and management oftime and commitments to ensure priority opportunities move throughthe sales cycle. Complete all sales paperwork and reports promptly,thoroughly and accurately, to ensure company profitability andmaximize our ability to deliver a high-quality solution andminimize potential problems or issues in service delivery orinvoicing. Maintain all sales resources and databases such thatthey are kept up to date and accurate. Develop and maintain a broadbackground in core technology offerings, to ensure the ability toprovide customer solutions and close sales opportunities asindependently as possible. Adapt to and quickly learn newtechnologies and products. Provide support presence at trade shows,conferences, and customer demonstrations focusing on technicalproduct applications. Respond to RFPs in close coordination withProduct Managera’s to provide best positive response to alltechnical requirements. Customer Focus: Understanding of the keytransformations that our customers are going through and able toposition our solutions to aid these transformations Drive valueadded test automation elements of EXFO’s portfolio Enabling thefuture together Maintain close supportive relationships with keyaccounts to ensure smooth acceptance of products Understanding ofoperator processes for network build, service activation,troubleshooting & maintenance Understanding of the contractorEco-systems. Product Focus: Promote both EXFO’s Test andMeasurement and FMS Service Assurance solution within TerritoryAdvise Product Management Team on product feature/road map tocoordinate with upcoming customer requirements within market.Provide competitive intelligence – feature set, road map, pricingto allow for success in region. What we’re looking for Technicalskills Technical understanding in the following areas will bebeneficial: Optical, Transport / Datacom as well as 5GUnderstanding of Field test requirement essential. Experience ofCRM tool (e.g. SalesForce.com or C4C) and sales methodologies (e.g.Miller-Heiman, Solution Selling, Challenger Sales and orScottsman). Market Sector Experiance It would be advantagoeus ifyou had experiance of any of the following markets. FibreConstruction including FTTH 5G / RAN Mobile Data Centre andEnterprise Required aptitudes Strategic thinker Self starter andable to communicate and interact at all levels. Autonomous, wellorganized, and results-oriented. Possess good interpersonal andcommunication Experience of Large Key Account Management. Must havePertinent experience: Several years’ sales experience is required,preferably in a technical capacity. Language requirements: Fluentin English Other languages would be beneficial. Education: Ideallya Degree holder in Telecommunications, Engineering (Electronics) orequivalent. Travelling : Willing and able to travel, 60-70% of thetime. Any other combination of experience/studies will beconsidered. EXFO is an equal opportunity employer Thanks for yourinterest in EXFO. If you have questions, please write us atcareersEXFO.com