DC Account Manager Germany

EXFO Inc.; Deutschland; Sur place; EUR 70 000 - 110 000; Plein temps

Résumé du poste

EXFO Inc. is seeking an Account Manager to develop and expand strategic accounts across Germany and Austria's data center ecosystem. You will align with regional sales, technical teams, and partners to drive revenue growth, build account plans, and manage pipeline.

Strong collaboration with product, marketing, and field teams is required. The role requires fluency in German and English, travel across Germany and Austria, and a background in data center, cloud, or networking sales.

Qualifications

• Bachelor’s degree or equivalent in a related field.
• 5+ years in account management or strategic sales in data centers, cloud, or networking.
• Strong knowledge of German and Austrian data center ecosystems.
• Experience managing multi-site accounts and building account plans.
• Ability to convey technical value around optical testing and interconnects.

Responsabilités

• Develop and execute strategic account plans for priority customers in Germany and Austria.
• Build relationships with stakeholders across engineering, operations, procurement and field teams.
• Identify opportunities in AI data center expansion, data center interconnect, and high-density fiber.
• Support RFPs, technical proposals, workshops, and proofs of concept.
• Translate customer requirements into internal actions and roadmap input.
• Maintain accurate CRM records: contacts, opportunities, pipeline, next steps, progress.
• Travel across Germany and Austria for customer meetings and events.

Connaissances

Account management

Sales

Business development

Strategic engagement

German fluency

English fluency

CRM platforms

Stakeholder communication

Technical value prop

Formation

Bachelor’s degree in telecommunications or related field

Outils

CRM platforms

Description du poste

Job Description:The Account Manager will develop and expand strategic accounts across the German and Austrian data center ecosystem, focusing on data center operators, colocation providers, neocloud and AI infrastructure providers, and selected cloud service providers.This role combines strategic account management, technical sales, and partner collaboration. Working closely with regional sales leadership, technical specialists, product teams, marketing, global account teams, and strategic partners, the Account Manager will build account plans, develop pipeline, support major opportunities, and drive sustainable revenue growth.Key ResponsibilitiesDevelop and execute strategic account plans for priority customers in Germany and Austria.Build relationships with stakeholders across engineering, operations, architecture, procurement, deployment, and field operations.Identify opportunities related to AI data center expansion, high-density fiber, intra-data-center testing, data center interconnect, campus connectivity, data sovereignty, and lifecycle assurance.Support RFPs, technical proposals, workshops, demonstrations, and proof-of-concept activities.Translate customer requirements into clear internal actions, including product feedback, workflow and reporting needs, training requirements, and roadmap input.Maintain accurate CRM records covering contacts, opportunities, pipeline status, next steps, and progress against objectives.RequirementsAt least five years of experience in account management, sales, business development, or strategic customer engagement within data centers, cloud, telecom, networking, test and measurement, or a related technology market.Strong knowledge of the German and Austrian data center ecosystem.Experience managing complex or multi-site accounts and developing structured account plans.Ability to communicate technical value propositions related to optical testing, fiber characterization, high-density connectivity, data center interconnect, transceiver validation, automation, monitoring, and reporting.Experience collaborating with technical specialists, product teams, regional sales teams, and partners to develop successful customer solutions.Familiarity with CRM systems, opportunity management, account planning, and executive reporting.Bachelor’s degree in telecommunications, electronics engineering, business, computer science, or a related field. Equivalent professional experience will also be considered.Fluency in German and English. Other languages relevant to the DACH region are an advantage.Preferred ExperienceExperience selling to data center operators, colocation providers, hyperscalers, neocloud or AI infrastructure providers, or cloud service providers.Knowledge of optical networking, fiber certification, OTDR, OLTS, high-speed Ethernet, monitoring, or lifecycle assurance solutions.An established network among German and Austrian data center operators, cloud providers, contractors, system integrators, or AI infrastructure companies.Confidence working with both technical and commercial stakeholders, from field teams and project managers to senior executives.TravelRegular travel across Germany and Austria is required for customer meetings, partner workshops, technical demonstrations, and industry events. Occasional travel within EMEA may also be necessary.EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.