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Account Manager

Closing date
27 Jul 2022

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Technology & New Media
Contract Type
Full Time
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Job title: Account Manager, T&M Business and FMS

Division/function: Test and Measurement

Business unit / department: Sales

Location: UK Home office and EXFO Office in Southampton

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyperscalers and leaders in the manufacturing, development and research sector. Building on our 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. With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has deployed over 250 assurance systems worldwide. 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

Sales Focus:

• Sales of Test & Measurement and Fibre Monitoring solutions and services into the defined accounts.

• Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships.

• 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.

• 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.

• Maintain all sales resources and databases such that they are kept up to date and accurate.

• 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.

• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.

• Respond to RFPs in close coordination with Product Managera's to provide best positive response to all technical requirements.

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 Enabling the future together

• 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.

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

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.

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.

EXFO is an equal opportunity employer.

Thanks for your interest in EXFO.

If you have questions, please write us at

We look forward to hearing from you soon.
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