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EXFO · 1 week ago

Regional Sales Manager - Western US Region

United States

Full-time

Hybrid

Senior Level

5+ years exp

EXFO is a company focused on developing sales growth for Network Equipment Manufacturers in the US Western Region. The Regional Sales Manager will be responsible for managing customer engagement, developing key account sales plans, and maintaining ongoing customer relationships while achieving growth goals for the territory.

ManufacturingTelecommunicationsWeb Hosting

Responsibilities

Manage all aspects of customer engagement, including understanding customers’ use cases, managing technical evaluations in close coordination with the SME’s, leading commercial negotiations and maintaining ongoing customer relationships

Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications

Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions

Responsible for maintaining CRM database and providing accurate forecasts

Prepare and maintain key account plans to ensure the growth goals for the territory are achieved

Qualification

Sales strategy developmentAdvanced Optics knowledgeHigh-Speed transmission testingCommunications technologiesTestingCharacterizationTechnical aptitudeBusiness AcumenDegree in TelecommunicationsEnglish proficiencySelf-StarterLeadership qualitiesPresentation skillsNegotiation skillsRelationship building

Required

Minimum (5) years' experience selling communications test equipment

Degree in Telecommunications, Optics, Engineering, or equivalent

English written and verbal

Experience in developing and implementing key account sales plans

Experience selling to management and director levels with Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers

Solid knowledge in Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing

Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies

Familiarity with testing and characterization of communications technologies including IL/PDL measurements, polarization, BERT, scopes, protocol (Ethernet, OTN, etc.)

Technical aptitude to understand customers' use case and position EXFO's solutions to meet their needs

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

Excellent presentation, communication, negotiation, and relationship building skills

Ability to Travel: Approximately 25%-50% travel required