Account Manager

EXFO; Canada; Hybrid; CAD 80,000 - 120,000; Full time

Job summary

A global communications solutions provider is seeking an Account Manager to lead sales growth within Cloud Services and Hyperscale Accounts. You will manage strategic relationships, drive solution adoption, and exceed sales targets across the Western United States. This role requires a Bachelor's degree and 5+ years in enterprise sales, with an understanding of cloud technologies and excellent communication skills. Travel up to 70% is required.

Qualifications

• 5+ years of experience in enterprise account management or cloud services sales.
• Proven track record of meeting or exceeding sales targets.
• Ability to travel up to 70% across the Western USA.

Responsibilities

• Drive revenue growth through strategic account planning and execution.
• Develop and maintain strong relationships with key decision-makers.
• Deliver tailored product and solution demonstrations.

Skills

Cloud Technologies

Enterprise Sales Strategies

Account Management

Communication Skills

Presentation Skills

Negotiation Skills

Education

Bachelor’s degree in Business, Technology, or related field

Tools

AWS

Azure

Google Cloud

Job description

Account Manager

Main locations: Remote Office, US

Job Type: Full-time

Workplace type: Hybrid

Offer number: 5213

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Since our beginnings in 1985, diversity has been one of EXFO\'s core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

Position Summary:

We are seeking a dynamic and results-driven Account Manager to lead sales growth and revenue generation within our Cloud Services and Hyperscale Accounts portfolio. This role will be responsible for managing strategic relationships, driving solution adoption, and expanding business within assigned accounts across the Western United States.

The ideal candidate will possess a strong understanding of cloud technologies, hyperscale environments, and enterprise sales strategies. You will engage with key stakeholders, deliver compelling solution demonstrations, and collaborate cross-functionally to ensure customer success and satisfaction.

Key Responsibilities:

• Drive revenue growth through strategic account planning and execution.
• Identify upsell and cross-sell opportunities within existing accounts.
• Meet or exceed quarterly and annual sales targets.
• Account Management
• Develop and maintain strong relationships with key decision-makers and influencers.
• Serve as the primary point of contact for assigned accounts.
• Understand customer business needs and align solutions accordingly.
• Solution Demonstrations & Presentations
• Deliver tailored product and solution demonstrations to stakeholders.
• Articulate value propositions and ROI to technical and business audiences.
• Collaboration & Internal Alignment
• Work closely with the Global Account Manager and other internal teams including Sales Engineering, Technical Sales Support, Product & Solutions Management, and Customer Success.
• Provide feedback from the field to help shape product and service offerings.
• Travel & Territory Coverage
• Travel to customer sites, industry events, and internal meetings as needed.
• Manage territory effectively to maximize customer engagement and coverage.

Qualifications:

• Bachelor’s degree in Business, Technology, or related field.
• 5+ years of experience in enterprise account management or cloud services sales.
• Proven track record of meeting or exceeding sales targets.
• Understanding of cloud platforms (AWS, Azure, Google Cloud) and hyperscale environments.
• Knowledge of Datacenter Operations and Intra-DC architecture desired.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel up to 70% across the Western USA and other US areas as required.

Preferred Skills:

• Experience selling into hyperscale or large cloud-native organizations.
• Familiarity with Network Technology and Fiber Optic Systems.
• Strategic thinker with a customer-first mindset.

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read our DEI Statement.

For positions located in Quebec, the language requirement is French. However, in the context where the incumbent evolves in an international work environment and where the activities take place mainly outside Quebec, we favor bilingualism as a linguistic requirement.