Territory Manager

EXFO is seeking a dynamic, self-motivated Sales Professional with a proven track record of increasing sales within the Western USA. The ideal candidate will have a proven track record of success selling into the private network and enterprise market, with a focus on data centers, co-location facilities, large enterprise accounts and the contractors serving this market. This role requires a strategic thinker with excellent communication skills and the ability to build strong relationships with key decision-makers.

Responsibilities

Develop and execute a strategic sales plan to achieve sales targets and expand our customer base within the assigned territory and the Public Network/DCI Market; Identify and pursue new business opportunities within data centers, co-location facilities, large enterprise accounts and the supporting contactor base; Build and maintain strong relationships with key decision-makers and stakeholders within end user's and EXFO channel partners; Conduct product presentations and demonstrations to prospective clients; Stay up-to-date with industry trends, market conditions, and competitor activities; Prepare and present regular sales reports and forecasts to management; Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities; Communicate effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer; Understand the customers' business and support them by aligning EXFO's solutions to their business needs; Raise EXFO's presence by positioning EXFO as a business partner who understands the accounts' technologies and business needs; Understand the customers' vision, business goals and metrics, strategic direction and challenges, and successfully communicate this to the EXFO team; Align the EXFO Product Management Team with accounts' and engage the customer on road map decisions to align with upcoming customer requirements

Requirements

Knowledge regarding wireless and wireline network technologies; Working knowledge of Fiber Optic testing methodologies; Strong entrepreneurial spirit - recognizing and capitalizing on opportunities; Excellent oral and written communication skills including the ability to prepare and deliver professional documents and presentations to all levels of an organization; Excellent understanding of market trends and competitive issues; Excellent problem solving skills; Highly motivated, enthusiastic and adaptable; Autonomous, well organized, and results-oriented; Able to interact with people at all levels; Possess leadership qualities and ability to collaborate with supporting teams