EXFO | Sales Development Representative

EXFO develops smarter network test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to network operators, network equipment manufacturers and hyperscale companies! With 1,900 employees in more than twenty-five countries, EXFO is no. 1 worldwide in fiber optic test solutions. Our broad portfolio of intelligent hardware and software solutions enables our Customers’ network transformations with fiber, 5G and advanced service assurance systems.

We are always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.

Job Overview

We are seeking a highly organized, dynamic, initiative-taking Channel Development Representative (CDR) salesperson to manage and grow our EMEA Office Based Sales (OBS) Channel business. This individual will need to have experience in developing, implementing and driving channel-based sales across the UK.

The CDR sales focus will be to develop and enhance EXFO’s relationship in key accounts through partners within the assigned territory.

A CDR is an integral part of the geographic Sales team sitting within the Office Based Sales (OBS) organization. CDRs work closely within the Sales team supporting the business through the remote management of transactional opportunities from the Sales Channel. A CDR’s performance is measured and renumerated against a yearly sales target which is contained within (as a subset of) the Sales team’s overall sales target. CDRs are expected to have a sufficient level of technical acumen, commercial awareness and sales experience.

Responsibilities

• Ensure a clearly defined commercial relationship (reseller, distributor) is in place for the Channel
• Develop and maintain an understanding of the EXFO Test & Measurement product portfolio to the extent that enables a confident conversation to be initiated with a Channel contact on product functionality and value offered
• Sales target management with Channel contacts through telephone calls and messaging applications (e.g., TEAMS, WhatsApp, Messenger)
• Maintain accurate Account and active Sales Opportunity data in EXFO’s C4C (CRM) system
• Provide a monthly forecast for active sales channel opportunities being worked on and be able to show progress on a weekly basis on how sales opportunities are developing
• Highlight product feature/road map requirements from the EMEA Channels to EXFO’s Product Management Team
• Provide competitive intelligence – feature set, road map, pricing

Job Requirements (Education, Attributes, Skills, Experience)

• Studied to achieve a Bachelor\’s degree in telecoms related technical/engineering, business, marketing or equivalent work experience
• Have a sufficient technical understanding of Optical, Transport / Datacom and RF/Mobile networks
• Possess leadership qualities, have excellent communication (written, verbal English) and interpersonal skills
• Able to motivate contacts for re-selling
• Have knowledge of the channel partners’ structure
• A demonstrated ability to achieve goals
• A love of sales and the exceeding of sales targets
• Strong organizational and time-management skills with the ability to prioritize tasks and meet deadlines
• The ability to work collaboratively with cross-functional teams to achieve company goals
• The ability to work independently and as part of a team in a challenging environment
• Demonstrate initiative in handling problematic situations

Any other combination of work experience and educational qualifications will be considered.