Territory Sales Manager

Job Description:

What you’ll do:

Sales Focus:

• Responsible for the overall revenue and margin growth of the complete line of EXFO products
• 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 is able to support 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.
• Heavy focus on Enterprise and Utility markets.
• Working closely with signed distribution partners to grow sales in territory and markets served.

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.

What we’re looking for:

Requirements:

• Knowledge regarding Premise Networks, Structured Cabling(Fiber) and Network Technologies
• Expert in Telecommunications \& Datacom 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
• Possess leadership qualities and ability to collaborate with supporting teams

Must have

Pertinent experience: At least (5) years’ experience selling telecommunication equipment and or services into the telecommunications market. Any other combination of experience/studies will be considered.

Language requirements: English written and spoken.

Education: Degree holder in telecommunications, Optics or Engineering.

The position requires 70% of travel and the chosen candidate must have a valid authorization to work in the US.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.