EXFO | Responsable des comptes

EXFO develops smarter test, monitoring, and analytics solutions for the global communications industry. We are the trusted advisors to fixed and mobile network operators, hyperscale data centers, and leaders in manufacturing, development, and research. They rely on us to provide enhanced visibility and superior insights into network performance, ensuring service reliability and delivering the best user experience.

Building on nearly 40 years of innovation, EXFO\’s unique blend of equipment, software, and services enables faster, more secure transformations in 5G, cloud-native networks, and fiber optics.

Since its inception in 1985, diversity has been one of EXFO\’s core values, fostering an inclusive corporate culture. We welcome individuals with diverse skills and experiences into a workplace that values innovation, teamwork, and a focus on our customers and markets. We actively seek contributions from everyone, respecting individuals, the environment, and the community. This is how we fulfill our mission: ensuring that the connected world meets the highest expectations to connect people, communities, and businesses.

Job summary

The EXFO Key Account Manager is a seasoned sales professional who has experience in supporting the sales efforts for high-value, IP-based, networking software and solutions at multiple levels within various 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 with large, high profile accounts. Skills and ability to sell software solutions

What you’ll do

Sales Focus:

Sales of Service Assurance 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 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.

Complete the required sales reporting 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 lead commercial interface to customer’s procurement organisation and manage sourcing agreements with customer.

Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.

Customer Focus:

Provide solution proposals and justification to suit customer needs.

Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products. Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.

Contact base in focus accounts

Understanding of procurement process and drivers.

Product Focus:

Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.

Provide competitive intelligence – feature set, road map, pricing.

Services Focus:

Understanding of operator processes, in deployment and maintenance. How a contractor steers their customer demands.

Technical skills

Good knowledge of wireless and mobile technologies and analytics.

Experience from CRM tool (e.g. SalesForce.com or C4C) and sales methodologies (e.g. Miller-Heiman, Solution Selling).

Required aptitudes

Demonstrated ability to work independently and meet goals is required.

Demonstrated ability and skills on selling professional services via outsourcing contracts for Managed & Field Services.

Strong interpersonal and communication skills, both oral and written, are required. Personally motivated, aggressively goal-oriented focus required.

Pertinent experience: 10 years’ sales experience is required, preferably in a technical capacity. Language requirements: Fluent in English. Other languages would be beneficial.

Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent.

Travelling : Willing and able to travel, 50% of the time.

Any other combination of experience/studies will be considered.