At a Glance
- Tasks: Drive High Speed business growth across EMEA and maximise market share in key sectors.
- Company: Join a leading tech company focused on innovation and collaboration.
- Benefits: Competitive salary, travel opportunities, and a diverse, inclusive work environment.
- Other info: Dynamic role with extensive travel and excellent career advancement potential.
- Why this job: Be at the forefront of High Speed technology and make a significant impact.
- Qualifications: Experience in sales or business development within High Speed or related markets.
The predicted salary is between 59400 - 72600 £ per year.
Job Description
Job Summary
The High Speed (100G to 1.6T) Sales Manager - EMEA will be responsible for accelerating High Speed business across the region by driving focus, ownership and go-to-market execution in the highest growth use cases.
The role will maximize market share and revenue across datacenter transceiver testing, DCI, submarine, NEM field services, rental channels and partner-led routes to market.
The successful candidate will work closely with EMEA sales leadership, the DCI Account Manager if applicable, regional sales teams, technical specialists, PLM, rental companies and channel partners to improve approvals, coverage, attach rates and commercial execution.
Key Responsibilities
- Develop and execute an EMEA High Speed growth plan with clear priorities by segment, region, account, channel and use case.
- Maximize market share and revenue in datacenter transceiver testing across hyperscale, neocloud and colocation accounts.
- Coordinate High Speed opportunities in strategic DCI accounts aligned with the DCI Account Manager role and regional sales teams.
- Create stronger High Speed pull-through in Submarine by using other submarine solutions visibility to identify upsell opportunities into hyperscale and traditional telecom consortiums.
- Build and manage strategic engagement with NEM field services teams ensuring EXFO is positioned for installation and troubleshooting use cases.
- Map EMEA contractors working for NEMs and identify approval, access, demo and enablement gaps.
- Strengthen market share with rental companies, with clear actions on availability, visibility, partner engagement and demand generation.
- Review, challenge and implement the High Speed go-to-market strategy by region, including partner performance, channel coverage, exclusivity and additional channel options where required.
- Support customer workshops, demos, technical proposals, competitive displacement plans and proof-of-value activities with technical specialists and PLM.
- Maintain accurate CRM visibility of High Speed pipeline, opportunities, forecast, next steps, blockers and measurable progress against FY27 objectives.
- Strategic Focus Areas
- Datacenter transceiver testing in hyperscale, neocloud and colocation environments.
- High Speed acceleration in DCI accounts, working in coordination with pan-EMEA DCI account ownership.
- Submarine High Speed upsell opportunities linked to hyperscale and telecom consortium visibility.
- NEM field services approval and troubleshooting use cases, including contractor ecosystem mapping.
- Rental channel growth, inventory visibility, partner enablement and regional demand creation.
- Regional High Speed go-to-market strategy, partner performance review and channel expansion where required.
Requirements
- Senior sales, specialist sales or business development experience in High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment or related markets.
- Proven success selling High Speed solutions into demanding technical customer environments; experience from a leading test and measurement competitor or similar market player is highly relevant.
- Strong understanding of datacenter, DCI, submarine, NEM, rental and channel ecosystems across EMEA.
- Ability to work with regional account managers and partners to create focus, remove blockers and convert technical use cases into revenue.
- Ability to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting and lifecycle assurance.
- Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking and executive reporting.
- Fluent English required; additional EMEA languages are an advantage.
- Preferred Experience
- Existing network of contacts across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neoclouds or colocation providers.
- Experience building or reshaping partner go-to-market models, including channel performance review, enablement and corrective action.
- Experience supporting approvals for installation, troubleshooting or acceptance workflows in NEM, DCI or datacenter environments.
- Ability to run executive customer conversations while staying credible with technical specialists and field teams.
- Soft Skills
- Commercially driven and highly focused on market share capture.
- Strong hunter mindset with disciplined follow-up and execution.
- Ability to influence without direct authority across regions, partners and technical teams.
- Excellent communication skills, with the ability to simplify technical value propositions for different stakeholder groups.
- Collaborative, pragmatic and comfortable challenging underperforming routes to market.
- High level of initiative, accountability and urgency in strategic growth areas.
- Travel
Willing and able to travel across EMEA for customer meetings, partner reviews, rental channel engagement, NEM workshops, technical demonstrations, trade shows and internal alignment sessions.
Expected travel approximately 40-50% depending on business needs.
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Sales Manager in Southampton employer: EXFO Europe Limited
EXFO Europe Limited is an excellent employer for those looking to kickstart their career in marketing within a dynamic technology environment. Based in Southampton, the company fosters a collaborative work culture that encourages creativity and innovation, offering interns valuable hands-on experience in content creation, event management, and campaign analysis. With a strong focus on employee growth and development, EXFO provides unique opportunities to learn from industry experts while contributing to impactful regional marketing initiatives.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Manager in Southampton
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Manager at EXFO Europe Limited, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including EXFO Europe Limited. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Manager in Southampton
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for EXFO Europe Limited:When writing your cover letter, make sure to tailor your message specifically for EXFO Europe Limited. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at EXFO Europe Limited
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show EXFO Europe Limited that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show EXFO Europe Limited that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with EXFO Europe Limited’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
