Distribution Channel Manager - Mid- West Region

EXFO Inc.; United States; On-site; USD 90,000 - 120,000; Full time

Job summary

EXFO Inc. is seeking a field-focused distributor channel specialist to promote test equipment across key market segments. You will collaborate with the National Channel Manager and EXFO District Sales teams to drive product adoption and provide hands-on demonstrations.

The role requires extensive travel (about 70%) and a strong background in distribution sales of test and measurement equipment. English communication is essential and regional travel logistics apply.

Qualifications

• Strong analytical skills with data-driven approach.
• Good judgement and decision-making capabilities.
• Detail-oriented, methodical and organized work style.

Responsibilities

• Promote test equipment to EXFO market segments with National Channel Manager and Sales teams.
• Support trade shows, conferences, and customer demonstrations focusing on product applications.
• Develop and deploy sales training curricula with the National Channel Manager.

Skills

Analytical skills

Judgement

Detail-oriented

Reliable

Education

Degree in distribution sales

Job description

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Work closely with the National Channel Manager (NCM) and EXFO District Sales teams by promoting test equipment into key EXFO market segments.
• Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Develop and deploy sales training curriculum in coordination with National Channel Manager.
• Develop MARCOM sales strategies for Distributors in coordination with National Channel Manager.
• Participate in field evaluations to ensure partners are properly trained and tutored on EXFO testing solutions.
• Manage technical aspects and evaluations in close coordination with sales team to ensure product approval.
• Respond to RFPs in close coordination with sales manager to provide best positive response to all technical requirements.
• Support will consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. Taking full responsibility of the demo equipment and assigned company assets.

Customer Focus

• Provide solution proposals and justification to suit customer needs.
• Drive partner field engagement with channel partners and end users
• Maintain close supportive relationships with Distribution Accounts and sales teams to ensure EXFO mindshare.
• Perform QBR (Quarterly Business Reviews) with assigned Distributors to ensure alignment and account growth.
• Work with Distribution to develop customized promotions and marketing plans.
• Assist Distributors with customer facing activities that promote EXFO solutions.
• Prepare and present technology seminars to educate customers and potential customers on EXFO’s testing solutions.

Product Focus

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships.
• Advise Product Management Team on product feature/road map to coordinate with upcoming field requirements.
• Provide competitive intelligence – feature set, road map, pricing

Technical Requirements

Versed in the Fiber Optic and/or protocol technology. The candidate should have an extensive knowledge of the Physical and optical layer technology and applications (OTDR, loss test, dispersion, DWDM, PON and FTTx) and Protocols technology and applications (SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, xDSL etc.)

Versed in GSA Sales cycle and sales channel management with an emphasis on distribution.

Competencies Requirements

• Good analytical skills
• Good judgement
• Detail-oriented, methodical and organized
• Highly responsible

Academic And Professional Requirements

Education

Degree holder or equivalent experience in Distribution Sales of test and measurement equipment

Experience

Minimum of 2-3 years of experience as DCM. Any other relevant experience will be considered.

Language requirements

Ability to write and speak in English, other languages would be beneficial but not mandatory.

Ability to travel. Approximately 70% of travel is required.

Location

Preferably mid-west region

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.