Supports telecom sales by delivering technical presentations, software demonstrations, product trials, proof-of-concept evaluations, solution proposals, and RFP responses. Advises customers on network testing, automation, integrations, and telemetry requirements. Maintains technical relationships, supports product acceptance, provides competitive intelligence, and influences product roadmaps. Requires fiber-optic and protocol expertise, cloud and API knowledge, strong communication skills, and approximately 50% travel.
Job Description:
DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Sales Focus:
- 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.
- Proven analytical skills to troubleshoot system constraints and resolve complex integration questions during pre-sales cycles. 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. Customer Focus:
- 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.
Product Focus:
- 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.
REQUIREMENTS:
- Versed in, Fiber Optic and/or protocol technology. The candidate should have 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.
- Automation & Orchestration: Proven experience with network automation protocols and frameworks (e.g., REST APIs)
- Data & Analytics Expertise: 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
ACADEMIC AND PROFESSIONAL REQUIREMENTS
Education: Degree holder – Telecom/Optical Technology or related technical field.
Experience: 7 years as Sales Engineer or experience as Software Sales.
Language requirements: English written and spoken. Knowledge of Spanish or/& French are an asset given the global market focus.
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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