Account Manager

EXFO; Southampton; Remote; GBP 40,000 - 80,000; Full time

Job description

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Account Manager

Main locations:

Southampton, GB

Job Type: Full-time

Workplace type: Remote

Offer number: 4644

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.

EXFO develops smarter network test, monitoring and analytics solutions for the world’s leading telecommunications service providers, network equipment manufacturers and webscale companies—and we love what we do! With over 2,000 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions, has the largest active assurance deployment and delivers unmatched insights into subscriber experience. Our unique blend of intelligent hardware, software and professional services enables our customers’ network transformations related to fiber, 5G and 4G/LTE, virtualization and big data analytics. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.

Job summary

Reporting to the UK Sales Manager, the EXFO Account Manager is a seasoned professional who has experience in supporting 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 large high profile accounts as well as the EXFO team supporting you. The EXFO Account Manager will be focused on selling EXFO Test and Measurement solutions and Fibre Monitoring solutions to telecom operators and contractors within the United Kingdom.

What you’ll do

1. Sales of Test & Measurement and Fibre Monitoring solutions and services into the defined accounts
2. Focused Account Management. Develop and maintain key accounts
3. Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships.
4. Manage the pipeline of opportunities from current and prospective customers to ensure that sales goal can be achieved. 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.
5. Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.
6. Maintain all sales resources and databases such that they are kept up to date and accurate.
7. Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products.
8. Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
9. Respond to RFPs in close coordination with Product Managera’s to provide best positive response to all technical requirements.

Customer Focus:

1. Understanding of the key transformations that our customers are going through and able to position our solutions to aid these transformations
2. Drive value added test automation elements of EXFO’s portfolio Enabling the future together
3. Maintain close supportive relationships with key accounts to ensure smooth acceptance of products
4. Understanding of operator processes for network build, service activation, troubleshooting & maintenance
5. Understanding of the contractor Eco-systems.

Product Focus:

1. Promote both EXFO’s Test and Measurement and FMS Service Assurance solution within Territory
2. Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements within market.
3. 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.

· Experience of CRM tool (e.g. SalesForce.com or C4C) and sales methodologies (e.g. Miller-Heiman, Solution Selling, Challenger Sales and or Scottsman).

Market Sector Experience

It would be advantageous if you had experience of any of the following markets.

· Data Centre and Enterprise

Required aptitudes

· Strategic thinker

· Self starter and able to communicate and interact at all levels.

· Autonomous, well organized, and results-oriented.

· Possess good interpersonal and communication

• Experience of Large Key Account Management.

Must have

Pertinent experience: Several years’ sales experience is required, preferably in a technical capacity.

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, 60-70% of the time.

Any other combination of experience/studies will be considered.

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 our DEI 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.