EMEA High-Speed Sales Lead: Datacenter & DCI

EXFO Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

EXFO is seeking a senior sales professional to drive High Speed growth in the EMEA region, focusing on datacenter transceiver testing, hyperscale and neo-cloud accounts. You will coordinate with regional teams and DCI partners to convert technical use cases into revenue across the EMEA market.

Ideal candidates have a proven track record in High Speed solutions sales within demanding technical environments, strong CRM discipline, and the ability to influence without direct authority.

Qualifications

• Senior sales, specialist sales, or business development experience in High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment, or related markets.
• Proven success selling High Speed solutions in demanding technical customer environments.
• Strong understanding of datacenter, DCI, submarine, NEM, rental, and channel ecosystems across EMEA.
• Ability to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting, and lifecycle assurance.
• Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking, and executive reporting.

Responsibilities

• Develop and execute an EMEA High Speed growth plan across segments, regions, accounts, channels, and use cases
• Maximize market share and revenue in datacenter transceiver testing across hyperscale, neo-cloud, and colocation accounts
• Coordinate High Speed opportunities in strategic DCI accounts with the DCI Account Manager role and regional sales teams
• Create High Speed upsell opportunities in Submarine by leveraging visibility of other submarine solutions
• Build and manage strategic engagement with NEM field services teams for installation and troubleshooting use cases
• Map EMEA contractors working for NEMs and identify approval, access, demo, and enablement gaps
• Strengthen market share with rental companies through availability, visibility, partner engagement, and demand generation
• Review, challenge, and implement the High Speed go-to-market strategy by region
• Support customer workshops, demos, technical proposals, competitive displacement plans, and proof-of-value activities
• Maintain accurate CRM visibility of the High Speed pipeline, opportunities, forecasts, next steps, blockers, and progress against FY27 objectives
• Drive datacenter transceiver testing across hyperscale, neo-cloud, and colocation environments
• Accelerate High Speed business in DCI accounts
• Develop Submarine High Speed upsell opportunities
• Grow the rental channel through inventory visibility, partner enablement, and regional demand creation

Skills

High Speed sales

Datacenter testing

Channel sales

EMEA sales experience

CRM & forecasting

Job description

EXFO is seeking a senior sales professional to drive High Speed growth in the EMEA region, focusing on datacenter transceiver testing, hyperscale and neo-cloud accounts. You will coordinate with regional teams and DCI partners to convert technical use cases into revenue across the EMEA market.

Ideal candidates have a proven track record in High Speed solutions sales within demanding technical environments, strong CRM discipline, and the ability to influence without direct authority.