Territory Manager (US Government)

EXFO•Houston, TX

About The Position

EXFO is seeking a dynamic, self-motivated Territory Sales Manager to increase sales within the Western USA. The role drives business development and customer engagement as part of a team responsible for defining and implementing sales plans, and contributes to integrating those programs into the overall Strategic Sales Plan. The ideal candidate has strategic relationships and the experience and skills to sell to vice-president-level customers. The manager is responsible for revenue and margin growth across EXFO’s full product line, identifying opportunities in the assigned region, and coordinating account teams, technical support specialists, and channel partners to pursue them. The role also involves understanding customers’ businesses and technologies, aligning EXFO solutions with their needs, and communicating customer goals and challenges to EXFO teams. The manager works with Product Management and customers on roadmap decisions to address future requirements. The position requires knowledge of wireless and wireline networks and telecommunications technologies, topologies, and testing methods. It also requires at least five years of experience selling telecommunications equipment and/or services into the telecommunications market, English proficiency, authorization to work in the United States, and approximately 70% travel. A degree in Telecommunications, Optics, or Engineering is preferred but not required.

Requirements

At least five years of experience selling telecommunications equipment and/or services into the telecommunications market.
Knowledge of wireless and wireline network technologies.
Expertise in telecommunications technologies, topologies, and testing methods.
Strong entrepreneurial spirit and ability to recognize and capitalize on opportunities.
Excellent oral and written communication skills, including preparing and delivering professional documents and presentations to all organizational levels.
Advanced proficiency in solution selling, with in-depth sales and consulting skills.
Excellent understanding of market trends and competitive issues.
Excellent problem-solving skills.
Highly motivated, enthusiastic, and adaptable.
Autonomous, well organized, and results-oriented.
Ability to interact with people at all levels.
Leadership qualities and ability to collaborate with supporting teams.
English written and spoken.
Ability to travel approximately 70%.
Authorization to work in the United States.

Nice To Haves

A degree in Telecommunications, Optics, or Engineering is preferred but not required.
Strategic relationships and experience and skills selling to vice-president-level customers.

Responsibilities

Drive business development and the customer engagement process in the Western USA.
Help define and implement sales plans and integrate programs into the overall Strategic Sales Plan.
Grow revenue and margins for the complete line of EXFO products.
Anticipate and assess opportunities within the assigned region.
Use and motivate account teams, technical support specialists, and channel partners to pursue revenue opportunities.
Communicate effectively with internal EXFO stakeholders and customers to ensure information flows between them.
Understand customers’ businesses and align EXFO solutions with their business needs.
Position EXFO as a business partner that understands customers’ technologies and business needs.
Understand customers’ visions, goals, metrics, strategic directions, and challenges, and communicate these to the EXFO team.
Align EXFO Product Management with customer accounts and engage customers on roadmap decisions to address upcoming requirements.