Role Overview & Mandate
Executive Summary
Sales Manager Main locations: Southampton, GB...
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Sales Manager
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.
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.
- 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.
- 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.
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).
- 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.
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.
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
