Job Description:
EXFO is seeking a dynamic, self-motivated Territory Sales Manager with a proven track record of increasing sales within the Western USA. This individual will drive business development and the customer engagement process. You will be part of a team which is responsible for the definition and implementation of sales plans. In parallel you will help integrate these programs into the overall Strategic Sales Plan. The ideal candidate must have the strategic relationships, experience and skills required to sell up to VP levels.
Technical Requirements
Sales Focus:
- Responsible for the overall revenue and margin growth of the complete line of EXFO products
- Anticipates and assesses new opportunities within their assigned region
- Effectively utilizing and motivating all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
- Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.
- Customer Focus:
- Understands the customers’’ business and is able to 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
Product Focus:
- Understands the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can 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.
Required Skills and Aptitudes
- Knowledge regarding wireless and wireline network technologies
- Expert in Telecommunications Technologies, Topologies and Testing methods
- 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
- Advanced proficiency with solution selling, demonstrating in-depth sales and consulting skills
- 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
Academic and Professional Requirements
- Education: Degree holder in Telecommunications, Optics or Engineering preferred, but not required.
- Experience: At least (5) years’ experience selling telecommunication equipment and or services into the telecommunications market.
- Language requirements: English written and spoken.
- Ability to travel. Approximately 70% travel required.
- Authorization to work in US.
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Skills Required
- At least five years of experience selling telecommunications equipment or services into the telecommunications market
- Knowledge of wireless and wireline network technologies
- Expertise in telecommunications technologies, topologies, and testing methods
- Advanced solution-selling and consulting skills
- Excellent oral and written communication skills, including professional presentations
- Understanding of market trends and competitive issues
- English written and spoken proficiency
- Ability to travel approximately 70% of the time
- Authorization to work in the United States
- Degree in telecommunications, optics, or engineering
EXFO Inc. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about EXFO Inc. and has not been reviewed or approved by EXFO Inc..
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Wellbeing & Lifestyle Benefits — Flexible work models, including hybrid schedules and a limited work-from-anywhere option, are emphasized and often appreciated for supporting work-life balance. Feedback suggests these arrangements are a consistent bright spot in several regions and roles.
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Healthcare Strength — Comprehensive insurance offerings and employee/family assistance programs are highlighted as core parts of the package. Feedback suggests these baseline health benefits are viewed as solid even when other elements draw mixed reactions.
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Leave & Time Off Breadth — Generous paid annual leave is positioned as a key component of the total rewards. Feedback suggests this breadth of time off contributes meaningfully to overall benefits satisfaction.
EXFO Inc. Insights
What We Do
EXFO is a global leader in the communications industry, providing intelligent hardware and software solutions for testing, monitoring, and analytics. Serving fixed and mobile network operators, hyperscalers, and equipment manufacturers, EXFO delivers critical visibility and insights to ensure network performance and service reliability. Their expertise spans fiber optics, 5G, and cloud-native deployments, empowering customers to accelerate their digital transformations and optimize network efficiency.
