Regional Sales Manager - Western US Region

EXFO; Canada; Remote; CAD 123,000 - 179,000; Full time

Job summary

A leading technology solutions provider is seeking a Regional Sales Manager for the Western US Region. The role involves developing sales strategies, managing customer engagements, and participating in trade shows. The ideal candidate has at least 5 years of experience in sales within the communications test equipment sector and a degree in a relevant field. This is a remote position, requiring travel of approximately 25%-50%. Competitive compensation and a commitment to diversity are assured.

Qualifications

• Minimum 5 years' experience selling communications test equipment.
• Well versed in communications technologies.
• Ability to travel 25%-50%.

Responsibilities

• Manage all aspects of customer engagement.
• Provide support presence at trade shows and demonstrations.
• Prepare and maintain key account plans.

Skills

Sales growth strategy development

Customer engagement management

Technical product application

Excellent communication skills

Business acumen

Education

Degree in Telecommunications, Optics, Engineering

Job description

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Regional Sales Manager - Western US Region

Main locations: Remote Office, US

Job Type: Full-time

Workplace type: Remote

Offer number: 5153

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.

REGIONAL SALES MANAGER - US NEMs and LABs Team

The candidate is responsible for developing the sales growth of NEMs accounts in the US Western Region. Seattle, Portland, or Southern California location is preferred, but will consider other locations based on strength of candidate. This candidate will need to have experience in developing and implementing key account sales plans for their region of responsibility, while integrating that strategy into the overall territory sales plan. Candidate should have experience with and possess the skill sets required to sell to management and director levels with Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers. The ideal candidate must have solid knowledge in Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing.

What You'll Do

• 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.

What We are looking For

What We are looking For

Technical Skills :

• Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies.
• The candidate should have familiarity with testing and characterization of these technologies including IL/PDL measurements, polarization, BERT, scopes, protocol (Ethernet, OTN, etc.) as well as the ability to stay current with the latest emerging technologies.

Required Aptitudes :

• 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.

Must Have:

• Pertinent experience: Minimum (5) years’ experience selling communications test equipment
• Language requirements: English written and verbal.
• Education: Degree in Telecommunications, Optics, Engineering, or equivalent
• Ability to Travel: Approximately 25%-50% travel required.

Any other combination of experience/studies will be considered.

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 ourDEI 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.