sales manager in telecommunications

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 provides telecommunications test and measurement solutions for high-speed Ethernet, optical transport, datacenter, DCI, submarine, network deployment, and field service use cases.

Задачи

• 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

Требования

• 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 work with regional account managers and partners to create focus, remove blockers, and convert technical use cases into revenue
• 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
• Fluent English
• Commercially driven, focused on market share capture, and disciplined in follow-up and execution
• Ability to influence without direct authority across regions, partners, and technical teams
• Excellent communication skills and ability to simplify technical value propositions for different stakeholders
• Collaborative, pragmatic, proactive, accountable, and comfortable challenging underperforming routes to market
• Nice to have: Experience with a leading test and measurement competitor or similar market player, an existing network across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neo-clouds, or colocation providers, experience building or reshaping partner go-to-market models, experience supporting installation, troubleshooting, or acceptance approvals in NEM, DCI, or datacenter environments, additional EMEA languages

Условия

Willingness and ability to travel across EMEA for customer meetings, partner reviews, rental channel engagement, NEM workshops, technical demonstrations, trade shows, and internal alignment sessions; Expected travel is approximately 40-50% depending on business needs.