Regional Sales Manager

EXFO Inc.; Chicago (IL); Hybrid; USD 110,000 - 140,000; Full time

Job summary

EXFO Inc. in Chicago seeks an experienced Account Manager to lead regional key account sales.

You will develop and implement territory plans, engaging with management at network equipment manufacturers, photonics and optical component suppliers, and academic research centers. The role requires 5+ years selling communications test equipment, a degree in Engineering or Optics, and the ability to travel 25–50%.

Qualifications

• Minimum 5 years' experience selling communications test equipment.
• English language proficiency (written and spoken).
• Degree in Telecommunications, Optics, Engineering, or equivalent.

Responsibilities

• Manage all aspects of customer engagement, including understanding use cases, coordinating with SMEs on evaluations, leading negotiations, and maintaining relationships.
• Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Maintain CRM database and provide accurate forecasts.
• Prepare and maintain key account plans to drive territory growth.

Skills

Key account planning

Complex negotiations

Advanced optics

Wafer probing

High-speed testing

CRM forecasting

Customer engagement

English proficiency

Education

Engineering/Optics degree

Tools

Laser sources

Power meters

Optical filters

Attenuators

Optical spectrum analyzers

OTDRs

Probe stations

Bit-error rate testers

Job description

Chicago is the preferred location, but will consider other locations based on strength of candidate.

This candidate will need to have experience in developing and implementing key account sales plans for their region of responsibility, while integrating that strategy into the overall territory sales plan. Candidate should have experience with and possess the skill sets required to sell to management and director levels with Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers. The ideal candidate must have solid knowledge in Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing.

What You'll Do

• Manage all aspects of customer engagement, including understanding customers’ use cases, managing technical evaluations in close coordination with the SME’s, leading commercial negotiations and maintaining ongoing customer relationships.
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Responsible for maintaining CRM database and providing accurate forecasts.
• Prepare and maintain key account plans to ensure the growth goals for the territory are achieved.

Technical Skills

• The candidate should be well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies.
• The candidate should have familiarity with the applications of a wide array of test and measurement tools including laser sources, power meters, optical filters, attenuators, optical spectrum analyzers, OTDRs, probe stations, bit-error rate testers, and protocol test solutions.
• The candidate should have the ability to stay current with the latest emerging technologies.

Required Aptitudes

• Technical aptitude to understand customers’ use case and position EXFO’s solutions to meet their needs
• Self-Starter and able to communicate and interact with people at all levels
• Autonomous, well organized, and results-oriented, meets deadlines.
• Possess leadership qualities and good interpersonal and communications skills
• Business acumen with a good sense of value selling
• Excellent presentation, communication, negotiation, and relationship building skills.

Must Have

• Pertinent experience: Minimum (5) years’ experience selling communications test equipment
• Language requirements:English written and verbal.
• Education: Degree in Telecommunications, Optics, Engineering, or equivalent
• Ability to Travel: Approximately 25%-50% travel required.

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

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