Distribution Channel Manager

Job not on LinkedIn

🔥 3 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟢 Junior

🟡 Mid-level

👔 Manager

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👻 Ghost score 10%

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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

• Promote EXFO test equipment into key EXFO market segments in collaboration with the National Channel Manager and District Sales teams • Support trade shows, conferences and customer demonstrations with a focus on technical product applications • Develop and deploy sales training curriculum • Develop MARCOM sales strategies for distributors • Participate in field evaluations and train partners on EXFO testing solutions • Manage technical aspects and evaluations to support product approval • Respond to RFPs and address technical requirements • Maintain and prepare demo materials and perform product demonstrations • Provide application support and ongoing support for clients • Maintain responsibility for demo equipment and assigned company assets • Provide solution proposals and justification to meet customer needs • Drive field engagement with channel partners and end users • Maintain relationships with distribution accounts and sales teams • Conduct Quarterly Business Reviews with assigned distributors • Develop customized promotions and marketing plans with distributors • Assist distributors with customer-facing activities • Prepare and present technology seminars • Provide technical interface between Product Management and customers • Advise Product Management on product features and roadmaps • Provide competitive intelligence on feature sets, roadmaps and pricing

🎯 Requirements

• Degree holder or equivalent experience in Distribution Sales of test and measurement equipment • Minimum of 2-3 years of experience as DCM; other relevant experience will be considered • Extensive knowledge of physical and optical layer technologies and applications, including OTDR, loss test, dispersion, DWDM, PON and FTTx • Extensive knowledge of protocol technologies and applications, including SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP and xDSL • Experience with GSA sales cycle and sales channel management, emphasizing distribution • Ability to write and speak in English • Ability to travel; approximately 70% travel required • Good analytical skills • Good judgement • Detail-oriented, methodical and organized • Highly responsible

🏖️ Benefits

• Equal opportunity employer • Inclusive work environment • Approximately 70% travel