Overview
In this role you accelerate High Speed growth across EMEA by leading GTM execution and prioritizing opportunities in key use cases. You will drive market share and revenue across datacenter transceiver testing, DCI, submarine, NEM field services, rental channels and partner-led routes. You’ll collaborate with regional sales teams, technical specialists and partners to improve approvals, coverage and commercial execution, while maintaining strong CRM visibility and pipeline health. This is a chance to shape a regional High Speed strategy with cross-functional impact and meaningful customer outcomes.
Verantwortungsbereiche
- Develop and execute an EMEA High Speed growth plan by segment, region, account, channel and use case
- Maximize market share and revenue in datacenter transceiver testing across hyperscale, neocloud and colocation accounts
- Coordinate High Speed opportunities in strategic DCI accounts with the DCI Account Manager and regional teams
- Create stronger High Speed pull-through in Submarine via visibility of submarine solutions to upsell into hyperscale and telecom consortiums
- Build and manage engagement with NEM field services to position EXFO for installation and troubleshooting use cases
- Map EMEA contractors for NEMs and identify approval, access, demo and enablement gaps
- Strengthen market share with rental companies through actions on availability, visibility, partner engagement and demand generation
- Review and implement the High Speed go-to-market strategy by region, including partner performance, channel coverage and exclusivity
- Support customer workshops, demos, technical proposals, competitive displacement and proof-of-value with technical specialists and PLM
- Maintain accurate CRM visibility of High Speed pipeline, opportunities, forecast, blockers and progress against FY27 objectives
Zentrale Anforderungen
- Senior sales, specialist sales or business development experience in High Speed/optical transport/transceiver testing or related markets
- Proven success selling High Speed solutions into demanding technical environments; experience with a leading test and measurement player is highly relevant
- Strong understanding of datacenter, DCI, submarine, NEM, rental and channel ecosystems across EMEA
- Ability to collaborate with regional account managers and partners to focus, remove blockers and convert use cases into revenue
- Ability to articulate technical value propositions for high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting and lifecycle
- Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking and executive reporting
- Fluent English; additional EMEA languages are a plus
- Commercially driven and market-share focused
- Hunter mindset with disciplined follow-up and execution
- Influence without direct authority across regions, partners and technical teams
- High Speed Ethernet solutions
- Transceiver testing & validation
- DCI and submarine networking concepts
Sales Manager in Bonn Arbeitgeber: EXFO
EXFO ist ein hervorragender Arbeitgeber, der seinen Mitarbeitern die Möglichkeit bietet, in einem dynamischen und innovativen Umfeld zu arbeiten. Mit einem starken Fokus auf technische Exzellenz und Kundenengagement fördert EXFO eine Kultur der Zusammenarbeit und des kontinuierlichen Lernens, während die Mitarbeiter durch Schulungen und praktische Erfahrungen in der DACH-Region wachsen können. Die flexible Arbeitsweise und die Unterstützung bei der beruflichen Weiterentwicklung machen EXFO zu einem attraktiven Arbeitsplatz für alle, die eine bedeutungsvolle Karriere im Bereich der Telekommunikation anstreben.
