Account Manager

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EXFO

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

💼 Consulting

🏭 Manufacturing

📦 Logistics

💰 $15.9M Grant - EXFO on 2022-10

Consulting • Manufacturing • Logistics

EXFO is a provider of network test, monitoring and analytics solutions for communications service providers, data centers, contractors and network equipment manufacturers. The company designs and manufactures optical and electrical test instruments and lab/field testing hardware, develops software and analytics for network operations and automation, and offers services such as calibration, training and managed testing. EXFO focuses on fiber-optic and high-speed network testing (including 5G, PON, OTDR, and photonic integrated circuit validation) and serves enterprise and carrier customers worldwide.

📋 Description

• Develop and execute strategic account plans for priority datacenter, colocation and neocloud accounts across EMEA. • Build direct relationships with key stakeholders in engineering, operations, architecture, procurement, deployment, and field operations. • Identify and pursue new business opportunities linked to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance. • Coordinate with regional account managers to ensure clear ownership, consistent customer engagement, structured follow up and alignment with local market priorities. • Support RFPs, technical proposals, customer workshops, demonstrations and proof-of-concept activities in coordination with PLM and technical specialists. • Translate customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs and roadmap input. • Maintain accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps and measurable progress against objectives. • Provide regular updates to management on account performance, market trends, customer feedback, competitive activity and regional coverage gaps. • Represent the company at relevant industry events, customer meetings, partner workshops and regional datacenter conferences across EMEA.

🎯 Requirements

• Proven experience in account management, sales or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking or related technology markets. • Strong understanding of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors and system integrators. • Experience managing large, complex or multi country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes. • Ability to understand and communicate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting and monitoring. • Experience working with technical specialists, product line managers, regional sales teams and partners to convert customer requirements into winning proposals and repeatable sales motions. • Familiarity with CRM, account planning tools, opportunity management, and executive reporting. • Bachelor’s degree in Telecommunications, Electronics Engineering, Business, Computer Science or a related technical/commercial field; equivalent professional experience will also be considered. • Typically, 5+ years of experience in account management, sales, business development, or strategic customer engagement in the technology, telecom, cloud, or data center industry. • Fluent English required; additional EMEA languages are a strong advantage.

🏖️ Benefits

• Willing and able to travel across EMEA for customer meetings, partner workshops, trade shows, technical demonstrations 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.