Sales Manager

🔥 0 minutes ago

🌐 United Kingdom, Spain, +3 more countries – Remote

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

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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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 an EMEA High Speed growth plan by segment, region, account, channel and use case • Maximize market share and revenue in datacenter transceiver testing across hyperscale, neocloud and colocation accounts • Coordinate High Speed opportunities in strategic DCI accounts with the DCI Account Manager and regional sales teams • Create High Speed pull-through in Submarine by identifying upsell opportunities • Build strategic engagement with NEM field services teams for installation and troubleshooting use cases • Map EMEA contractors working for NEMs and identify approval, access, demo and enablement gaps • Strengthen market share with rental companies through availability, visibility, partner engagement and demand generation • Review, challenge and implement regional High Speed go-to-market strategy • Support customer workshops, demos, technical proposals, competitive displacement plans and proof-of-value activities • Maintain accurate CRM visibility of pipeline, opportunities, forecast, next steps, blockers and progress against FY27 objectives • Collaborate with EMEA sales leadership, regional sales teams, technical specialists, PLM, rental companies and channel partners • Travel across EMEA for customer meetings, partner reviews, rental channel engagement, NEM workshops, demonstrations, trade shows and internal alignment sessions

🎯 Requirements

• Senior sales, specialist sales or business development experience in High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment or related markets • Proven success selling High Speed solutions into demanding technical customer environments • Experience from a leading test and measurement competitor or similar market player highly relevant • Strong understanding of datacenter, DCI, submarine, NEM, rental and channel ecosystems across EMEA • Ability to work with regional account managers and partners to create focus, remove blockers and convert technical use cases into revenue • Ability to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting and lifecycle assurance • Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking and executive reporting • Fluent English required; additional EMEA languages are an advantage • Existing network of contacts across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neoclouds or colocation providers preferred • Experience building or reshaping partner go-to-market models preferred • Experience supporting approvals for installation, troubleshooting or acceptance workflows preferred • Ability to run executive customer conversations while remaining credible with technical specialists and field teams • Willing and able to travel across EMEA; expected travel approximately 40–50% depending on business needs

🏖️ Benefits

• Equal opportunity employer • Inclusive environment committed to diversity