Sales Engineer

EXFO

23d•Onsite

About The Position

The Sales Engineer will support the EXFO Sales Team by promoting testing solutions into the network service provider market. This role involves providing support at trade shows, conferences, and customer demonstrations, focusing on technical product applications. The Sales Engineer will deliver engaging, customized technical presentations and live software demonstrations to prospective clients, including executives and technical stakeholders. They will own and manage successful product trials, sandboxes, and Proof of Concept evaluations to validate software capabilities within EXFO's Software ecosystem solutions. The role requires proven analytical skills to troubleshoot system constraints and resolve complex integration questions during pre-sales cycles, as well as responding to RFPs in coordination with the sales manager. Support includes maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients, and ongoing support. The Sales Engineer will also provide solution proposals to map customer network topologies, testing bottlenecks, and data ingestion requirements, maintain supportive relationships with focus accounts, and provide customized test plans. They will assist customers with developing test automation solutions and prepare and present technology seminars. This role serves as a technical interface between the Product Management Team and customers, advising on product features and roadmaps, and providing competitive intelligence. The Sales Engineer will also author/co-author application notes and white papers.

Requirements

Versed in, 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.).
A solid understanding of modern software web technologies, cloud architectures (e.g., AWS, Azure, GCP), API integrations, and enterprise software ecosystems.
Proven experience with network automation protocols and frameworks (e.g., REST APIs).
A strong grasp of telecom data formats, protocol analysis, and processing high-velocity network telemetry data.
Ability to travel. Approximately 50% travel required.
Extremely customer-oriented
Action- and results-driven
Good judgment
Highly responsible and courteous
Excellent communication and interpersonal skills
Degree holder – Telecom/Optical Technology or related technical field.
7 years as Sales Engineer or experience as Software Sales.
English written and spoken.

Nice To Haves

Knowledge of Spanish or/& French are an asset given the global market focus.

Responsibilities

Support EXFO Sales Team by promoting testing Solutions into the network service provider market.
Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
Deliver engaging, customized technical presentations and live software demonstrations to prospective clients, including executives and technical stakeholders in coordination with Sales Manager and Director.
Own and manage successful product trials, sandboxes, and Proof of Concept evaluations to validate software capabilities On EXFO Software ecosystem solutions.
Respond to RFPs in close coordination with sales manager to provide the best positive response to all technical requirements.
Provide solution proposals to map out customer network topologies, testing bottlenecks, and data ingestion requirements and justification to suit customer needs.
Maintain close supportive relationships with focus accounts 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 automation solutions to include custom scripts and/or applications.
Prepare and present technology seminars to educate customers and potential customers on EXFOs testing solutions.
Provide technical interface between Product Management Team and customers by developing and maintaining key technical 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.
Author/Co-Author application notes and white papers to increase product visibility and acceptance.