At a Glance
- Tasks: Drive strategic growth in the EMEA DCI and Submarine markets through account management.
- Company: Join a leading telecom company committed to innovation and inclusivity.
- Benefits: Competitive salary, travel opportunities, and a dynamic work environment.
- Other info: Opportunity for career growth and collaboration across diverse teams.
- Why this job: Make an impact in the fast-paced telecom industry while expanding your professional network.
- Qualifications: Experience in sales or account management within telecom or related technology sectors.
The predicted salary is between 40500 - 49500 £ per year.
The DCI Account Manager 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 Responsibilities
- Develop 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.
- Identify and pursue major DCI infrastructure opportunities in utilities, energy and transport, using successful reference cases.
- 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.
- Track key submarine builds, upgrades, consortiums and ecosystem participants to create stronger visibility into hyperscale and telecom consortium opportunities.
- Promote a lifecycle value view that combines EXCHANGE, handheld fiber characterization, RFTM, High Speed and Submarine test solutions.
- 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 Areas
- Pan-EMEA DCI account ownership and regional coordination across strategic operators and infrastructure providers.
- Submarine market mapping, consortium visibility and opportunity creation across hyperscale and telecom segments.
- 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.
Requirements
- Senior 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.
Preferred Experience
- Existing 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.
- Experience creating partner or ecosystem maps and converting them into practical go-to-market actions.
Soft Skills
- Strategic, proactive and highly structured account leadership style.
- Strong relationship-building skills across complex multi-country customer organizations.
- High level of ownership, curiosity and self-motivation.
- Excellent communication skills, with the ability to simplify technical value propositions for commercial and executive audiences.
- Collaborative mindset and ability to work across regions, functions and reporting lines.
- Comfortable operating in a fast-moving growth market with incomplete information and shifting priorities.
Travel
Willing 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.
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Location: Southampton, United Kingdom; Denmark; Sweden; Netherlands; London, United Kingdom; Germany; France
Type: Full time
Account Manager in Shirley 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.
StudySmarter Expert Advice🤫
We think this is how you could land Account Manager in Shirley
✨Get Chummy with Industry Events
Dive into telecommunications networking conferences and expos. These are golden opportunities to meet potential employers like EXFO and learn about open positions directly from their teams. Keep an eye out for workshops or panels – they’re perfect for showcasing your passion and expertise!
✨Join Networking Communities
Find online forums or local meetups that focus on telecommunications and networking. Sites like LinkedIn Groups or Reddit communities can be great for connecting with professionals in the field. Just remember to participate in discussions – you never know when someone might mention job openings at places like EXFO.
✨Showcase Your Skills with Personal Projects
If you’ve got any personal projects or contributions to open-source networking tools, flaunt them! Create a portfolio that showcases your skills relevant to what telecommunication companies are looking for. It’s a great conversation starter during interviews and networking chats.
✨Utilise Online Job Boards Wisely
While we’re all about encouraging you to apply through our website, also keep an eye on job boards specific to tech and telecommunication roles. Websites such as Telecommunication Jobs and TechCareers often list full-time roles that may not appear elsewhere. Just be sure to tailor every application to grab attention – even small tweaks can make a big difference!
We think you need these skills to ace Account Manager in Shirley
Some tips for your application 🫡
Show Off Your Technical Know-How:When you're applying for a role in telecommunications and networking, it’s crucial to highlight your technical skills. Mention specific technologies you're proficient in, like IP networking, VoIP, or security protocols. Be sure your CV includes any relevant certifications such as CCNA or CompTIA Network+; they really show you've got the chops for the job.
Tailor Your Experience to Match Networking Projects:In your CV and cover letter, don’t just list your past jobs—showcase specific projects that align with the role! If you've worked on network design, implementation, or troubleshooting, weave those experiences in and highlight metrics to demonstrate your impact. This paints a vivid picture of how you'd fit into the role at EXFO.
Show Enthusiasm for the Industry:With telecommunications evolving rapidly, it’s important to express your passion for the field in your application. Mention any trends or innovations you've been following that excite you and how they'd influence your work. This can really set you apart and show that you're not just after a job, but a career!
Keep It Clean and Professional:While it’s important to be personable, ensure your application maintains a clean and structured format. Use clear headings and bullet points to make it easy for hiring managers to dig into your skills and experience. Remember, you’re applying for a full-time role, so a well-organised application will signal your seriousness about the position at EXFO.
How to prepare for a job interview at EXFO
✨Brush Up on Networking Protocols
Make sure you’re up to speed with the key networking protocols like TCP/IP, UDP, and perhaps even MPLS if it's relevant. We can expect technical questions about how these protocols function and the problems they solve, so a solid understanding will help you shine.
✨Showcase Your Projects
Got a portfolio? Bring it along! Highlight any relevant projects where you've designed or managed network systems. This is your chance to demonstrate practical experience; employers love to see how your skills can be applied in real-world scenarios.
✨Get Comfortable with Technical Scenarios
You might be faced with a case study or a technical troubleshooting scenario during the interview. Practise responding to common networking issues—like packet loss or latency problems. Thinking through these scenarios will help us sound confident and competent in our responses.
✨Emphasise Team Collaboration Skills
In the telecommunications field, teamwork is key! Make sure to share examples of how you’ve worked collaboratively, whether in past jobs or projects at uni. Employers want to see that you’re not just technically savvy, but also great at working within a team setting.
