Job Description: Job SummaryThe DCI Account Manager - EMEA will be responsible for developing, coordinating and expanding strategic growth across the EMEA DCI and Submarine markets. The role will create dedicated focus around high fiber count lifecycle deployments, hollow core adoption, submarine deployments and large cross-border infrastructure projects. The successful candidate will work closely with the EMEA Field Sales VP, regional sales teams, the Private Networks team, technical specialists, product line managers, marketing and strategic partners to build market visibility, convert priority opportunities and scale repeatable growth plays across EMEA.Key ResponsibilitiesDevelop and execute pan-EMEA account plans for priority DCI and Submarine customers, with clear objectives, stakeholder maps, opportunity plans and measurable pipeline outcomes. Coordinate strategic engagement across key PAN European DCI accounts. Extend DCI coordination into MEA priority accounts. Map customer vendors, contractors, deployment partners and broader ecosystem influencers with regional sales teams to improve ownership, access and execution quality. Work closely with the Private Networks team to understand hyperscaler influence on DCI projects, including product approvals, timing, report formats, specifications and SLAs. Support workshops, proposals, proof-of-concept activities and executive customer reviews in coordination with technical specialists, PLM and regional account teams. Maintain accurate CRM visibility of account plans, contacts, opportunities, next steps, decision criteria and progress against FY27 growth objectives. Strategic Focus AreasPan-EMEA DCI account ownership and regional coordination across strategic operators and infrastructure providers. High fiber count lifecycle deployment, hollow core deployment adoption and end-to-end assurance positioning. Ecosystem mapping of contractors, customer vendors, field deployment partners and decision influencers. Conversion of regional success cases into scalable plays across Europe, the UK, Middle East and Africa. RequirementsSenior sales, account management or business development experience in telecom test and measurement, fiber infrastructure, DCI, submarine networks, optical transport or related technology markets. Strong understanding of the EMEA DCI ecosystem, including carriers, fiber infrastructure providers, utilities, transport, energy and pan-regional network operators. Ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams. Comfortable translating customer requirements into structured internal actions including technical validation, workflow needs, reporting requirements, training and roadmap input. Strong working knowledge of fiber characterization, high fiber count deployment, OTDR, RFTM, high-speed Ethernet, monitoring, lifecycle assurance and DCI use cases. Familiarity with CRM discipline, account planning, opportunity management and executive reporting. Fluent English required; additional EMEA languages are an advantage. ExperienceExisting network of contacts across European DCI operators, carriers, submarine consortia, contractors, utilities or major infrastructure owners. Experience selling lifecycle assurance, optical testing, monitoring, automation or fiber deployment solutions into strategic telecom and infrastructure accounts. Ability to engage confidently with engineering, operations, architecture, procurement, deployment and executive stakeholders. Soft SkillsStrategic, proactive and highly structured account leadership style. Strong relationship-building skills across complex multi-country customer organizations. Excellent communication skills, with the ability to simplify technical value propositions for commercial and executive audiences. Comfortable operating in a fast-moving growth market with incomplete information and shifting priorities. TravelWilling and able to travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, technical demonstrations, trade shows and internal alignment sessions. Expected travel approximately 40-50% depending on business needs. We celebrate diversity and are committed to creating an inclusive environment for all employees. FranceType: Full time
Manager-Account Manager in London employer: EXFO
EXFO is an exceptional employer that fosters a dynamic work culture focused on innovation and collaboration. With a commitment to employee growth, we offer extensive training and development opportunities, ensuring you can thrive in your role as a Strategic EMEA DCI & Submarine Accounts Lead. Our pan-EMEA presence not only provides a diverse working environment but also allows for meaningful engagement across various markets, making your contributions impactful and rewarding.
