Account Manager

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.

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.