Territory Manager (US Government)

EXFO Inc.; Kansas; Hybrid; USD 90,000 - 130,000; Full time

Job summary

EXFO Inc. is seeking a dynamic Territory Sales Manager to drive revenue growth across the Western USA for the full EXFO product line.

You will lead business development, engage customers up to VP levels, and partner with account teams, technical support, and channel partners to pursue opportunities and close deals. The ideal candidate has 5+ years of telecom equipment sales, deep knowledge of wireless and wireline networks, and a proven solution-selling track record.

Qualifications

• Experience selling telecom equipment/services to telecom operators
• Strong knowledge of wireless and wireline networks
• Proven track record in solution selling and closing complex deals
• Excellent written and verbal communication across all levels
• Strong market awareness and competitive intelligence
• Self-motivated, results-driven and able to travel extensively
• Ability to lead and collaborate with cross-functional teams
• US work authorization and willingness to travel ~70%

Responsibilities

• Grow revenue and margins for EXFO products across the Western USA
• Develop and implement regional sales plans and programs
• Engage customers up to VP levels and build strategic relationships
• Coordinate with account teams, technical support, and channel partners
• Communicate effectively within EXFO and with customers
• Understand customers’ business needs and map EXFO solutions to them

Skills

Wireless & Wireline tech

Telecommunications tech/topologies

Entrepreneurial mindset

Communication skills

Solution selling

Market & competitive insight

Problem solving

Motivated & adaptable

Autonomous & organized

Interpersonal leadership

Education

Telecommunications / Optics / Engineering degree

5+ years telecom sales experience

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.

• 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:
• Understands 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

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:
• Understands 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

• Understands 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.