Territory Manager - Western USA

EXFO; Richardson (TX); Remote; USD 80,000 - 120,000; Full time

Job summary

EXFO is seeking a dynamic Sales Professional to drive sales in the Western USA. The ideal candidate will have a proven track record in the private network and enterprise market, focusing on data centers and large enterprise accounts. This role requires strategic thinking, excellent communication skills, and the ability to build strong relationships with decision-makers. The position involves approximately 70% travel and offers a full-time remote work opportunity.

Qualifications

• Minimum 5 years' experience selling hardware, software and or services into telecom and datacom markets.
• Excellent understanding of market trends and competitive issues.

Responsibilities

• Develop and execute a strategic sales plan to achieve sales targets.
• Build and maintain strong relationships with key decision-makers.
• Prepare and present regular sales reports and forecasts.

Skills

Communication

Problem Solving

Entrepreneurial Spirit

Leadership

Education

Degree in Telecommunications

Degree in Optics

Degree in Engineering

Job description

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Territory Manager - Western USA

Main locations:

Remote Office, US Richardson, TX, US

Job Type: Full-time

Workplace type: Remote

Offer number: 4946

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Since our beginnings in 1985, diversity has been one of EXFO's core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

Job summary

EXFO is seeking a dynamic, self-motivated Sales Professional with a proven track record of increasing sales within the Western USA. The ideal candidate will have a proven track record of success selling into the private network and enterprise market, with a focus on data centers, co-location facilities, large enterprise accounts and the contractors serving this market. This role requires a strategic thinker with excellent communication skills and the ability to build strong relationships with key decision-makers.

What you’ll do

• Develop and execute a strategic sales plan to achieve sales targets and expand our customer base within the assigned territory and the Private Network/Enterprise Market
• Identify and pursue new business opportunities within data centers, co-location facilities, large enterprise accounts and the supporting contactor base.
• Build and maintain strong relationships with key decision-makers and stakeholders within end user's and EXFO channel partners.
• Conduct product presentations and demonstrations to prospective clients.
• Stay up-to-date with industry trends, market conditions, and competitor activities.
• Prepare and present regular sales reports and forecasts to management.
• Effectively utilize and motivate 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.

What we’re looking for

Technical Skills

• Knowledge regarding wireless and wireline network technologies
• Working knowledge of Fiber Optic testing methodologies
• 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
• Excellent understanding of market trends and competitive issues

Required Aptitudes

• 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

Must have

Pertinent experience: Minimum 5 years' experience selling hardware, software and or services into the telecom and datacom markets.

Language requirements: English written and spoken.

Education: Degree in Telecommunications, Optics or Engineering.

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.

Thanks for your interest in EXFO.

If you have questions, please write us [e-mail]

We look forward to hearing from you soon.

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read ourDEI Statement .

For positions located in Quebec, the language requirement is French. However, in the context where the incumbent evolves in an international work environment and where the activities take place mainly outside Quebec, we favor bilingualism as a linguistic requirement.