Distribution Channel Manager - Mid- West Region

EXFO•Houston, TX

9d•Remote

About The Position

The Distribution Channel Manager will work closely with the National Channel Manager and EXFO District Sales teams to promote test equipment into key EXFO market segments. This role involves providing support at trade shows, conferences, and customer demonstrations, focusing on technical product applications. The manager will develop and deploy sales training curriculum and MARCOM sales strategies for Distributors, and participate in field evaluations to ensure partners are properly trained. Responsibilities include managing technical aspects and evaluations for product approval, responding to RFPs, preparing and performing product demonstrations, providing application support, and taking responsibility for demo equipment and company assets. The role also involves providing solution proposals, driving partner engagement, maintaining relationships with Distribution Accounts and sales teams, performing Quarterly Business Reviews, developing customized promotions and marketing plans with Distributors, and assisting Distributors with customer-facing activities. Additionally, the manager will prepare and present technology seminars and serve as a technical interface between the Product Management Team and customers, advising on product features and roadmaps, and providing competitive intelligence.

Requirements

Versed in the Fiber Optic and/or protocol technology.
Extensive knowledge of the Physical and optical layer technology and applications (OTDR, loss test, dispersion, DWDM, PON and FTTx) and Protocols technology and applications (SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, xDSL etc.).
Versed in GSA Sales cycle and sales channel management with an emphasis on distribution.
Good analytical skills
Good judgement
Detail-oriented, methodical and organized
Highly responsible
Degree holder or equivalent experience in Distribution Sales of test and measurement equipment
Minimum of 2-3 years of experience as DCM. Any other relevant experience will be considered.
Ability to write and speak in English, other languages would be beneficial but not mandatory.
Ability to travel. Approximately 70% of travel is required.

Responsibilities

Work closely with the National Channel Manager (NCM) and EXFO District Sales teams by promoting test equipment into key EXFO market segments.
Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications.
Develop and deploy sales training curriculum in coordination with National Channel Manager.
Develop MARCOM sales strategies for Distributors in coordination with National Channel Manager.
Participate in field evaluations to ensure partners are properly trained and tutored on EXFO testing solutions.
Manage technical aspects and evaluations in close coordination with sales team to ensure product approval.
Respond to RFPs in close coordination with sales manager to provide best positive response to all technical requirements.
Support will consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. Taking full responsibility of the demo equipment and assigned company assets.
Provide solution proposals and justification to suit customer needs.
Drive partner field engagement with channel partners and end users
Maintain close supportive relationships with Distribution Accounts and sales teams to ensure EXFO mindshare.
Perform QBR (Quarterly Business Reviews) with assigned Distributors to ensure alignment and account growth.
Work with Distribution to develop customized promotions and marketing plans.
Assist Distributors with customer facing activities that promote EXFO solutions.
Prepare and present technology seminars to educate customers and potential customers on EXFO’s testing solutions.
Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships.
Advise Product Management Team on product feature/road map to coordinate with upcoming field requirements.
Provide competitive intelligence – feature set, road map, pricing