Sales Engineer

EXFO

16d•Onsite

About The Position

The Sales Engineer will support the EXFO Sales and Account Team by promoting testing equipment into the network service provider market. This role involves providing technical product application support at trade shows, conferences, and customer demonstrations. The Sales Engineer will also develop and deploy customer training curriculum, participate in field evaluations, manage customer evaluations, and respond to RFPs. Responsibilities include maintaining and preparing demo materials, performing product demonstrations, providing specific application support for clients, and ongoing support for demo equipment and company assets. The role requires providing solution proposals, maintaining customer relationships, performing customer training, and developing customized test plans and job aids. Additionally, the Sales Engineer will act as a market 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.
Knowledge of 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.).
Ability to travel. Approximately 70% travel required.
Entry level position with 1 to 3 years of equivalent experience in Telco operator or service provider – Verizon.
Extremely customer-oriented
Action- and results-driven
Good judgment
Highly responsible and courteous
Excellent communication and interpersonal skills
Degree holder/and or equivalent in Telecommunications or Optics.
English written and spoken

Responsibilities

Support EXFO Sales and Account Team by promoting testing equipment into the network service provider market.
Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
Develop and deploy customer training curriculum in coordination with Sales Manager and Account Management Team.
Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
Manage aspects of Customer evaluations in close coordination with sales and account manager to ensure product approval.
Respond to RFPs in close coordination with sales manager to provide the 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.
Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products.
Perform customer training when appropriate to ensure smooth acceptance of products.
Provide customized test plans and job aids to ensure smooth acceptance of products.
Assists customers with development of test methodologies and procedures.
Provide market interface between Product Management Team and customers by developing and maintaining key relationships at focus accounts.
Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
Provide competitive intelligence – feature set, road map, pricing.