sales manager in telecommunications

EXFO provides telecommunications test and measurement solutions for high-speed Ethernet, optical transport, datacenter, DCI, submarine, network deployment, and field service use cases.

• Develop and execute an EMEA High Speed growth plan across segments, regions, accounts, channels, and use cases;
• Maximize market share and revenue in datacenter transceiver testing across hyperscale, neo-cloud, and colocation accounts;
• Coordinate High Speed opportunities in strategic DCI accounts with the DCI Account Manager role and regional sales teams;
• Create High Speed upsell opportunities in Submarine by leveraging visibility of other submarine solutions;
• Build and manage strategic engagement with NEM field services teams for installation and troubleshooting use cases;
• Map EMEA contractors working for NEMs and identify approval, access, demo, and enablement gaps;
• Strengthen market share with rental companies through availability, visibility, partner engagement, and demand generation;
• Review, challenge, and implement the High Speed go-to-market strategy by region;
• Support customer workshops, demos, technical proposals, competitive displacement plans, and proof-of-value activities;
• Maintain accurate CRM visibility of the High Speed pipeline, opportunities, forecasts, next steps, blockers, and progress against FY27 objectives;
• Drive datacenter transceiver testing across hyperscale, neo-cloud, and colocation environments;
• Accelerate High Speed business in DCI accounts;
• Develop Submarine High Speed upsell opportunities;
• Grow the rental channel through inventory visibility, partner enablement, and regional demand creation.

• Senior sales, specialist sales, or business development experience in High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment, or related markets;
• Proven success selling High Speed solutions in demanding technical customer environments;
• Strong understanding of datacenter, DCI, submarine, NEM, rental, and channel ecosystems across EMEA;
• Ability to work with regional account managers and partners to create focus, remove blockers, and convert technical use cases into revenue;
• Ability to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting, and lifecycle assurance;
• Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking, and executive reporting;
• Fluent English;
• Commercially driven, focused on market share capture, and disciplined in follow-up and execution;
• Ability to influence without direct authority across regions, partners, and technical teams;
• Excellent communication skills and ability to simplify technical value propositions for different stakeholders;
• Collaborative, pragmatic, proactive, accountable, and comfortable challenging underperforming routes to market;
• Nice to have: Experience with a leading test and measurement competitor or similar market player, an existing network across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neo-clouds, or colocation providers, experience building or reshaping partner go-to-market models, experience supporting installation, troubleshooting, or acceptance approvals in NEM, DCI, or datacenter environments, additional EMEA languages.

• Willingness and ability to travel across EMEA for customer meetings, partner reviews, rental channel engagement, NEM workshops, technical demonstrations, trade shows, and internal alignment sessions;
• Expected travel is approximately 40-50% depending on business needs.