Key Account Manager

Job Summary :

The EXFO Account Manager is an experienced professional who excels at supporting sales initiatives for high-value IP-based networking solutions across various levels within fixed-line and wireless telecommunications providers.

Strong organizational and interpersonal skills are essential, as you'll cultivate and sustain long-term relationships with prominent, high-profile clients.

The ideal candidate will have proven skills in selling software and professional services. The Account Manager will focus on promoting EXFO Service Assurance solutions to a broad range of telecommunications customers.

What You’ll Do : Sales Focus :

Sales Focus :

• Lead the sale of EXFO’s Service Assurance solutions and services to key clients in the telecommunications industry.
• Identify and qualify new customers via various channels and referrals to set appointments and establish valuable relationships.
• Effectively manage a pipeline of current and prospective opportunities, prioritizing and strategizing to achieve sales targets.
• Handle sales paperwork and reports promptly and accurately, ensuring a smooth delivery and invoicing process.
• Maintain an updated and accurate sales database and familiarize yourself with EXFO's core technologies to independently deliver customer solutions.
• Act as the primary commercial interface to customer procurement organizations, managing sourcing agreements and responding to RFPs with precision.

Customer Focus :

• Create tailored proposals that align with customer needs and build supportive relationships for seamless product acceptance.
• Help organize and deliver technology seminars to educate customers about EXFO’s testing solutions.

Product Focus :

Advise the Product Management Team on roadmap features based on customer requirements and provide competitive insights.

Services Focus :

Develop a deep understanding of operator processes in deployment and maintenance to cater to customer demands effectively.

Technical Skills and Qualifications :

• Strong knowledge of wireless and mobile technologies, analytics, and CRM tools like Salesforce.com.
• Expertise in sales methodologies like Miller-Heiman or Solution Selling.
• Demonstrated ability to work independently and achieve goals, especially in selling professional services.
• Excellent interpersonal and communication skills, with fluency in both German and English; additional languages are a plus.
• A degree in Telecommunications, Electronics Engineering, or equivalent field.
• Willing and able to travel up to 50% of the time.

At EXFO, we are committed to creating an inclusive and empowering environment where diverse voices and talents can thrive.

We encourage applicants from all backgrounds to apply and become part of our forward-thinking team!

EXFO is an equal opportunity employer.

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.

Thanks for your interest in EXFO