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Main locations:

Hallbergmoos, DE

Job Type: Full-time

Workplace type: Remote

Offer number: 4937

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.

Job Summary: The Hyperscale Account Manager for EMEA will be responsible for developing and managing key accounts within the region. This role requires close coordination with the Head of Private Business in EMEA and the Global Key Account Manager based in the USA. The ideal candidate will have prior knowledge and technical understanding of Hyperscale, ideally with previous experience in test and measurement instrumentation environments.

Key Responsibilities:

• Develop and implement strategic plans for hyperscale accounts within the EMEA region.
• Coordinate with the Head of Private Business in EMEA and the Global Key Account Manager based in the USA.
• Foster strong relationships with Hyperscale, ensuring alignment with their technical and business needs and global strategy definitions.
• Identify and pursue new business opportunities within the Hyperscale sector.
• Collaborate with sales and distribution teams across the region to drive growth and achieve targets.
• Monitor account performance and provide regular reports on account status and metrics to senior management.
• Train and educate sales and peer organizations on relevant applications, technologies, and solutions.
• Help in responding to RFPs in close coordination with Product Line Managers to provide the best positive response to all technical requirements.

Requirements:

• Prior knowledge of hyperscale, cloud service providers, and the data center market.
• Experience in managing large, complex accounts and achieving sales targets.
• As a plus, experience in test and measurement instrumentation environments or as a technical supplier to Hyperscale.
• Strong teamwork, self-management, and communication skills.
• Ability to work independently and manage multiple priorities effectively.
• Familiarity with CRM software and other account management tools.
• Bachelor's degree in a technical field or equivalent experience.
• Relevant certifications or advanced degrees are a plus.
• 5 years of experience in account management, sales, or business development, preferably in the data center or technology industry.

Soft Skills:

• Excellent interpersonal and communication skills.
• Strong driver and team collaboration abilities.
• High level of self-motivation and initiative.
• Ability to work effectively in a fast-paced, dynamic environment.

Additional Responsibilities:

• Anticipate and assess new opportunities within assigned Hyperscale accounts.
• Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities.
• Coordinate with internal teams to ensure timely and effective delivery of services and solutions.
• Develop a deep understanding of the client's market, industry trends, and competition.
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.

Language requirements: Fluent in English. Other languages would be beneficial.

Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent.

Travelling: Willing and able to travel, 40-50% of the time.

Any other combination of experience/studies will be considered.

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.