Territory Manager (US Government)

EXFO America Inc.; Houston (TX); On-site; USD 90,000 - 140,000; Full time

Job summary

EXFO America Inc. is seeking a dynamic Territory Sales Manager to drive revenue in the Western United States. You will lead business development, manage customer engagements, and coordinate internal resources to win opportunities up to VP levels.

The role requires deep knowledge of wireless and wireline networks, strong solution-selling skills, English fluency, and the ability to travel up to 70%. You will work with account teams, channel partners, and product management to align solutions with

Qualifications

• 5+ years selling telecom equipment/services.
• Experience selling to enterprise and VP-level stakeholders.
• Fluent English written and spoken.

Responsibilities

• Drive revenue growth for EXFO products in the Western USA.
• Coordinate resources across sales, technical support and channel partners.
• Engage customers and align solutions with their business needs.
• Communicate market trends and competitive issues to the team.
• Travel regularly to customer sites and events.

Skills

Wireless networks

Telecommunications tech

Solution selling

Communication skills

Market awareness

Leadership

Education

Engineering degree preferred

Telecommunications degree

Job description

Job Description: EXFO is a leading provider of next-generation test and service assurance Solutions for Wireless and Wireline Networks operators and equipment manufacturers in the global telecom industry. The company offers innovative solutions for the development, installation, management and maintenance of converged, IP fixed and mobile networks. EXFO is seeking a dynamic, self-motivated Territory Sales Manager with a proven track record of increasing sales within the Western USA. This individual will drive business development and the customer engagement process. You will be part of a team which is responsible for the definition and implementation of sales plans. In parallel you will help integrate these programs into the overall Strategic Sales Plan. The ideal candidate must have the strategic relationships, experience and skills required to sell up to VP levels.

Technical Requirements Sales Focus:

• Responsible for the overall revenue and margin growth of the complete line of EXFO products
• Anticipates and assesses new opportunities within their assigned region
• Effectively utilizing and motivating all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
• Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.

Customer Focus:

• Understand(s) the customers’’ business and is able to support them by aligning EXFO’s solutions to their business needs.
• Raise EXFO’s presence by positioning EXFO as a business partner who understands the accounts’ technologies and business needs.

Product Focus:

• Understand(s) the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can successfully communicate this to the EXFO team.
• Align the EXFO Product Management Team with accounts’ and engage the customer on road map decisions to align with upcoming customer requirements.

Required Skills and Aptitudes

• Knowledge regarding wireless and wireline network technologies
• Expert in Telecommunications Technologies, Topologies and Testing methods
• Strong entrepreneurial spirit - recognizing and capitalizing on opportunities
• Excellent oral and written communication skills including the ability to prepare and deliver professional documents and presentations to all levels of an organization
• Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
• Excellent understanding of market trends and competitive issues
• Excellent problem solving skills
• Highly motivated, Enthusiastic and adaptable
• Autonomous, well organized, and results-oriented
• Able to interact with people at all levels
• Possess leadership qualities and ability to collaborate with supporting teams

Academic and Professional Requirements

• Education: Degree holder in Telecommunications, Optics or Engineering preferred, but not required.
• Experience: At least (5) years’ experience selling telecommunication equipment and or services into the telecommunications market.
• Language requirements: English written and spoken.
• Ability to travel.
• Approximately 70% travel required.
• Authorization to work in US.

EXFO and its US entities are Equal Opportunity Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or veteran status. 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.