Technical Sales Specialist

EXFO Germany GmbH; Germany (OH); On-site; USD 97,847 - 138,138; Full time

Job summary

EXFO Germany GmbH seeks a Technical Sales Specialist for EXFO Remote Fiber Test and Monitoring (RFTM) in the DACH region. Based in Germany, you will engage with customers to demonstrate capabilities, validate solutions, and lead PoCs across Germany, Austria, and Switzerland.

You will configure and validate RFTM deployments, integrate with OSS/BSS, and support data centre interconnect and hyperscale environments. Fluent German and business English are required; travel as needed.

Qualifications

• Strong background in telecommunications networks and related technologies.
• Experience with fiber optic networks, FTTx/GPON, OTDR and monitoring.
• Knowledge of Data Centre architectures including colocation, enterprise, cloud and hyperscale environments.
• Understanding of OSS/BSS environments and network management systems.
• Familiarity with software platforms, APIs, REST interfaces and system integration concepts.
• Ability to troubleshoot and analyze complex technical environments.
• Expertise in reflectometer (OTDR) and fibre optics test applications.
• Deep knowledge of fibre optic transmission systems and P2P/P2MP topologies.

Responsibilities

• Present EXFO RFTM capabilities, including system architecture, workflows, use cases and technical benefits.
• Prepare and deliver customer-specific RFTM demonstrations and PoCs.
• Plan and execute PoCs with configuration, testing, troubleshooting and validation.
• Document PoC results and provide technical recommendations.
• Support OSS/BSS, NMS and integration discussions with customer teams.
• Define integration approaches and contribute to technical documentation and RFP/RFI responses.

Skills

telecommunications networks

fiber optic networks

OTDR

Data Centre architectures

OSS/BSS

APIs

troubleshooting

fibre characterization

P2P/P2MP topologies

pre-sales

presentation

Tools

REST APIs

OTDR software

Job description

Job Description

Technical Sales Specialist – EXFO RFTM (DACH Region)

Role Purpose

The Technical Sales Specialist for EXFO Remote Fiber Test and Monitoring (RFTM) will support the growth and adoption of RFTM solutions in the DACH market by providing deep technical expertise, hands‑on solution validation, customer demonstrations, and Proof of Concept (PoC) execution throughout the customer engagement lifecycle. The role will be responsible for preparing, installing, configuring, and validating RFTM solutions in customer environments, including OTDR-based fiber monitoring setups, software platforms, and system integrations. The role will also support customers operating mission‑critical Data Centre environments, ensuring RFTM solutions are effectively positioned within Data Centre interconnect (DCI), campus, colocation, and hyperscale infrastructure. The specialist will leverage knowledge of Data Centre fibre architectures, structured cabling systems, and operational practices to support monitoring, fault detection, troubleshooting, and service assurance initiatives. Based in Germany, this role will support customer activities across Germany, Austria, and Switzerland, with the flexibility to support other regions remotely when required. The position will work closely with Solution Sales, Technical/Pre-sales teams, Product Management, Engineering, and customers to design, validate, demonstrate, and successfully deploy EXFO RFTM solutions.

Key Responsibilities

Customer Technical Engagement

• Support Solution Sales activities through technical discovery, solution positioning, and customer workshops.
• Engage with customers to understand network architecture, operational challenges, and monitoring requirements.
• Engage with Data Centre operators, colocation providers, cloud providers, and enterprise customers to understand fibre monitoring and operational requirements within Data Centre environments.
• Present EXFO RFTM solution capabilities, including system architecture, workflows, use cases, and technical benefits.
• Act as a technical advisor during customer evaluations and solution adoption phases.

Product Demonstrations & Proof of Concepts (PoCs)

• Prepare and deliver customer‑specific RFTM demonstrations.
• Plan and execute technical Proof of Concepts, including configuration, testing, troubleshooting, and validation.
• Support customers during technical evaluation processes and acceptance criteria definition.
• Document PoC results and provide technical recommendations.

Software Integration & Technical Solution Design

• Support discussions related to OSS/BSS, NMS, and operational workflow integrations.
• Understand and demonstrate API‑based integrations, data exchange, and automation possibilities.
• Collaborate with customer technical teams to define integration approaches.
• Support solution design activities, technical documentation, and RFP/RFI responses.

Required Skills & Experience

Technical Background

• Strong background in telecommunications networks and technologies.
• Experience with fiber optic networks, FTTx/GPON, Fiber testing (OTDR) and monitoring
• Knowledge of Data Centre architectures, including colocation, enterprise, cloud, and hyperscale environments.
• Understanding of OSS/BSS environments and network management systems.
• Knowledge of software platforms, APIs, REST interfaces, and system integration concepts.
• Ability to troubleshoot and analyze complex technical environments.
• Expertise in reflectometer (OTDR), fibre characterization and fibre optics related test applications
• In-depth knowledge of fibre optic transmission systems and various P2P/P2MP topologies

Customer‑Facing Experience

• Previous experience in technical pre‑sales, solution consulting, customer engineering, or similar roles.
• Strong presentation and communication skills with the ability to explain complex technical concepts clearly.
• Experience working with telecom operators, service providers, or network infrastructure customers is preferred.

Language & Location Requirements

• Fluent German language skills are mandatory for customer communication in the DACH region.
• Business professional English skills required for internal collaboration and global customer activities.
• Based in Germany with willingness to travel for customer meetings, workshops, and PoCs.

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

EXFO develops intelligent software and hardware solutions to test, monitor and analyze the performance of telecommunications networks.

Established in 1985, we are trusted advisors for fiber optic, 5G and cloud-native deployments. With operations in 25+ countries - and counting! - we serve the world’s leading mobile network operators, hyperscalers and transceiver manufacturers.

Our team welcomes new members with all kinds of skillsets and backgrounds. That’s how we accomplish our mission: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.