Regional Sales Manager - Data Center Interconnect (DCI)

EXFO · United States · posted today ago

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About this role

Job Description:

As Regional Sales Manager, you will be an individual contributor responsible for driving sales growth of EXFO’s High Speed Ethernet solutions across the Data Center Interconnect ecosystem supporting AI infrastructure growth and expansion. You will work closely with Sales team members and engage service providers, fiber and transport network owners, DCI infrastructure builders, EPCs, engineering firms, contractors, system integrators, test-and-turn-up partners, and other strategic ecosystem participants responsible for designing, building, validating, and operating the networks that connect and support AI facilities.

Sales Focus:

Drive sales growth by promoting High Speed Ethernet testing equipment into the USA Data Center Interconnect (DCI) market.
Initiate field demonstrations to ensure customer acceptance and adoption of EXFO High Speed Ethernet solutions.
Manage technical aspects of lab evaluations in coordination with Account Managers and Technical & Product specialists.
Develop and manage pipeline of opportunities from current and prospective customers.
Cultivate strategic customer relationships by demonstrating the business and technical value of high-speed transmission test solutions across Data Center, Hyperscale, AI infrastructure, and Enterprise networking environments.
Engage prospective customers through strategic prospecting, referrals, networking, industry events, digital engagement, and other sales initiatives to generate qualified opportunities and expand market share.
Manage a robust sales pipeline by accurately qualifying opportunities, maintaining CRM data, prioritizing high-value prospects, developing account strategies, and advancing opportunities through the sales cycle to achieve revenue objectives and forecast accuracy.
Maintain accurate and timely sales documentation, CRM records, pipeline forecasts, proposals, contracts, and required business reports to support effective sales operations, cross-functional collaboration, and high-quality customer experience.
Develop and maintain in-depth knowledge of the Company's products, technology solutions, and industry trends to effectively assess customer needs, position value-based solutions, and independently manage complex sales opportunities. Continuously expand technical expertise and remain current on emerging technologies, competitive offerings, and evolving market requirements.

Customer Focus:

Provide solution proposals and justification to suit customer needs.
Maintain close supportive relationships with key accounts to ensure smooth acceptance of products.
Provide customer training, test plans and job aids when appropriate to ensure smooth acceptance of products.
Assists customers with development of Ethernet test methodologies and troubleshooting techniques.
Prepare and present technology seminars to educate customers and potential customers on EXFOs Ethernet testing solutions.

Product Focus:

Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at key accounts.
Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
Provide competitive intelligence – feature set, road map, pricing.
Perform customer training when appropriate to ensure smooth acceptance of products.
Provide customized test plans and job aids to ensure smooth acceptance of products.
Explain and resolve technical issues related to Ethernet & networking principles