Reporting to the Director of T&M sales EMEA, The EXFO Country Sales Manager is a seasoned professional who has experience in building successful sales teams. Will support high-value sales across multiple levels within both fixed line and wireless telecommunications service providers. Highly developed organizational and people skills are a must as you will be establishing and maintaining long-term relationships within your team, within large high profile accounts and via channel partners within region. The EXFO Country Sales Manager will be focused on selling EXFO Test and Measurement solutions and Fiber Monitoring solutions to telecom operators and contractors within the country of responsibility. Will build and motivate a team and strategy enabling primarily direct sales complimented with sales through channels.
What you’ll do
Sales Focus:
- Responsible for developing the sales strategy and growth for UK T&M and Fibre Monitoring market.
- Develop and enhance Route to Market Strategy in UK.
- Develop and enhance executive level relationship in key accounts within territory.
- Manage the pipeline of opportunities from current and prospective customers to ensure that sales goal can be met. This includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
- Maintain all sales resources and databases such that they are kept up to date and accurate.
- Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.
- Report of regional sales forecast and on-going performance.
Customer Focus:
- Understanding of the key transformations that our customers are going through and able to position our solutions to aid these transformations.
- Drive value added test automation elements of EXFO’s portfolio
- Maintain close supportive relationships with key accounts to ensure smooth acceptance of products.
- Understanding of operator processes for network build, service activation, troubleshooting & maintenance.
- Understanding of the contractor Eco-systems.
Product Focus:
- Promote both EXFO’s Test and Measurement and FMS Service Assurance solution within Territory.
- Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements within market.
- Provide competitive intelligence – feature set, road map, pricing to allow for success in region.
What we’re looking for
Technical skills
- Technical understanding in the following areas will be beneficial: Optical, Transport / Datacom as well as 5G
- Understanding of Field test requirement essential, understanding of MDR testing requirements beneficial.
- Experience of CRM tool (e.g. SalesForce.com or C4C) and sales methodologies (e.g. Miller-Heiman, Solution Selling, Challenger Sales and or Scottsman).
Required aptitudes
- Strategic thinker.
- Able to motivate direct and in-direct reports.
- Self starter and able to communicate and interact at executive level.
- Autonomous, well organized, and results-oriented.
- Possess leadership qualities and good interpersonal and communications skills.
- Personally motivated, aggressively goal-oriented focus required.
Must have
Pertinent experience: 10 years’ sales experience selling experience required, ideally in the Telecoms test market.
Language requirements: Fluent in English. Other languages would be beneficial.
Education: Ideally a degree holder in Telecommunications, Engineering (Electronics) or equivalent.
Travelling : Willing and able to travel, 50-70% of the time.
Any other combination of experience/studies will be considered.