Account Manager
Main locations: Southampton, GB
Job Type: Full-time
Workplace type: Remote
Offer number: 4747
EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience.
Since our beginnings in 1985, diversity has been one of EXFO's core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach.
Job Summary
The EXFO Key Account Manager is a seasoned sales professional with experience in supporting 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.
What You’ll Do
Sales Focus:
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 to ensure they are 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 organisation and manage sourcing agreements with customers.
8. Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.
Customer Focus:
1. Provide solution proposals and justification to suit customer needs.
2. Maintain close supportive relationships with focus accounts.
3. Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.
Product Focus:
1. Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
2. Provide competitive intelligence – feature set, road map, pricing.
Services Focus:
1. Understanding of operator processes, in deployment and maintenance.
Technical Skills
1. Good knowledge of wireless and mobile technologies and analytics.
2. Experience with CRM tools (e.g. SalesForce.com or C4C) and sales methodologies (e.g. Miller-Heiman, Solution Selling).
Required Aptitudes
1. Demonstrated ability to work independently and meet goals.
2. Demonstrated ability and skills in selling professional services via outsourcing contracts for Managed & Field Services.
3. Strong interpersonal and communication skills, both oral and written.
4. Personally motivated, aggressively goal-oriented focus.
Pertinent Experience
10 years’ sales experience is required, preferably in a technical capacity.
Language Requirements
Fluent in English. Other languages would be beneficial.
Education
Degree holder in Telecommunications, Engineering (Electronics) or equivalent.
Traveling
Willing and able to travel, 50% of the time.
EXFO is an equal opportunity employer. Diversity is an asset that has made EXFO strong since its inception because it enriches us.
#J-18808-Ljbffr