EXFO Southampton, England, United Kingdom
Account Manager
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.
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.
Sales Focus
What you’ll do:
1. Sales of Service Assurance solutions and services into the defined accounts.
2. Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships.
3. Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met.
4. Complete the required sales reporting promptly, thoroughly, and accurately.
5. Maintain all sales resources and databases such that they are kept up to date and accurate.
6. Develop and maintain a broad background in core technology offerings.
7. Provide lead commercial interface to customer’s procurement organization.
8. Respond to RFPs in close coordination with PLM’s.
Customer Focus
Provide solution proposals and justification to suit customer needs. Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products.
Product Focus
Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
Skills
Technical skills:
1. Good knowledge of wireless and mobile technologies and analytics.
2. Experience from CRM tool (e.g. SalesForce.com or C4C) and sales methodologies (e.g. Miller-Heiman, Solution Selling).
Required
1. Demonstrated ability to work independently and meet goals.
2. Demonstrated ability and skills on selling professional services via outsourcing contracts for Managed & Field Services.
3. Strong interpersonal and communication skills, both oral and written.
4. Pertinent experience: 10 years’ sales experience is required, preferably in a technical capacity.
5. Language requirements: Fluent in English. Other languages would be beneficial.
6. Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent.
7. Travelling: Willing and able to travel, 50% of the time.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Telecommunications
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