Account Manager

🔥 0 minutes ago

🌐 United Kingdom, Denmark, +2 more countries – Remote

🇬🇧 United Kingdom – Remote 🇩🇰 Denmark – Remote 🇸🇪 Sweden – Remote 🇳🇱 Netherlands – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 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 pan-EMEA account plans for priority DCI and Submarine customers • Coordinate strategic engagement across key pan-European DCI accounts • Extend DCI coordination into MEA priority accounts • Identify and pursue major DCI infrastructure opportunities in utilities, energy and transport • Map customer vendors, contractors, deployment partners and ecosystem influencers with regional sales teams • Work with the Private Networks team on hyperscaler influence, product approvals, timing, reporting, specifications and SLAs • Track submarine builds, upgrades, consortiums and ecosystem participants • Promote lifecycle value across EXCHANGE, handheld fiber characterization, RFTM, High Speed and Submarine test solutions • Support workshops, proposals, proof-of-concept activities and executive customer reviews • Maintain CRM visibility of account plans, contacts, opportunities, next steps, decision criteria and progress against FY27 growth objectives • Own pan-EMEA DCI accounts and coordinate with strategic operators and infrastructure providers • Map the submarine market and create opportunities across hyperscale and telecom segments • Position high fiber count lifecycle deployment, hollow core deployment adoption and end-to-end assurance • Convert regional success cases into scalable plays across Europe, the UK, Middle East and Africa

🎯 Requirements

• Senior sales, account management or business development experience in telecom test and measurement, fiber infrastructure, DCI, submarine networks, optical transport or related technology markets • Strong understanding of the EMEA DCI ecosystem, including carriers, fiber infrastructure providers, utilities, transport, energy and pan-regional network operators • Ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams • Ability to translate customer requirements into structured internal actions, including technical validation, workflow needs, reporting requirements, training and roadmap input • Strong working knowledge of fiber characterization, high fiber count deployment, OTDR, RFTM, high-speed Ethernet, monitoring, lifecycle assurance and DCI use cases • Familiarity with CRM discipline, account planning, opportunity management and executive reporting • Fluent English required • Willingness and ability to travel across EMEA • Expected travel approximately 40–50% depending on business needs • Existing network of contacts across European DCI operators, carriers, submarine consortia, contractors, utilities or major infrastructure owners preferred • Experience selling lifecycle assurance, optical testing, monitoring, automation or fiber deployment solutions into strategic telecom and infrastructure accounts preferred • Ability to engage with engineering, operations, architecture, procurement, deployment and executive stakeholders • Experience creating partner or ecosystem maps and converting them into practical go-to-market actions • Strategic, proactive and highly structured account leadership style • Strong relationship-building skills across complex multi-country customer organizations • High ownership, curiosity and self-motivation • Excellent communication skills and ability to simplify technical value propositions for commercial and executive audiences • Collaborative mindset and ability to work across regions, functions and reporting lines • Comfort operating in a fast-moving growth market with incomplete information and shifting priorities

🏖️ Benefits

• Equal opportunity employer • Inclusive environment for all employees • Travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, technical demonstrations, trade shows and internal alignment sessions