Develop and execute sales strategies across the Western USA, targeting data centers, colocation facilities, enterprise accounts, public networks, DCI markets, and contractors. Build relationships with decision-makers and channel partners, present EXFO solutions, identify opportunities, forecast sales, and align customer needs with product roadmaps. Requires knowledge of wireless and wireline networks, fiber optic testing, market trends, communication, problem-solving, autonomy, and collaboration.
Job Description:
EXFO develops smarter network test, monitoring and analytics solutions for the world’s leading telecommunications service providers, network equipment manufacturers and webscale companies—and we love what we do!
With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has the largest active assurance deployment. Our broad portfolio of intelligent hardware and software solutions enable our customer’s network transformations related to fiber, 5G, virtualization and big data analytics. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.
Job summary
EXFO is seeking a dynamic, self-motivated Sales Professional with a proven track record of increasing sales within the Western USA. The ideal candidate will have a proven track record of success selling into the private network and enterprise market, with a focus on data centers, co-location facilities, large enterprise accounts and the contractors serving this market. This role requires a strategic thinker with excellent communication skills and the ability to build strong relationships with key decision-makers.
What you’ll do
Sales Focus:
- Develop and execute a strategic sales plan to achieve sales targets and expand our customer base within the assigned territory and the Public Network/DCI Market
- Identify and pursue new business opportunities within data centers, co-location facilities, large enterprise accounts and the supporting contactor base.
- Build and maintain strong relationships with key decision-makers and stakeholders within end user's and EXFO channel partners.
- Conduct product presentations and demonstrations to prospective clients.
- Stay up-to-date with industry trends, market conditions, and competitor activities.
- Prepare and present regular sales reports and forecasts to management.
- Effectively utilize and motivate all available resources (sales account team, technical support specialists, and channel partners) to aggressively pursue revenue opportunities
- Communicates effectively to ensure the flow of information amongst the key internal (EXFO) stakeholders and the customer.
Customer Focus:
- Understands the customers’’ business and is able to support them by aligning EXFO’s solutions to their business needs.
- Raise EXFO’s presence by positioning EXFO as a business partner who understands the accounts’ technologies and business needs
Product Focus:
- Understands the customers’ vision, their business goals and metrics, their strategic direction and challenges, and can successfully communicate this to the EXFO team.
- Align the EXFO Product Management Team with accounts’ and engage the customer on road map decisions to align with upcoming customer requirements.
What we’re looking for
Technical Skills
- Knowledge regarding wireless and wireline network technologies
- Working knowledge of Fiber Optic testing methodologies
- Strong entrepreneurial spirit - recognizing and capitalizing on opportunities
- Excellent oral and written communication skills including the ability to prepare and deliver professional documents and presentations to all levels of an organization
- Excellent understanding of market trends and competitive issues
Required Aptitudes
- Excellent problem solving skills
- Highly motivated, enthusiastic and adaptable
- Autonomous, well organized, and results-oriented
- Able to interact with people at all levels
- Possess leadership qualities and ability to collaborate with supporting teams
EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Similar Jobs
Artificial Intelligence • eCommerce • Fintech • Payments • Retail • Software • Analytics
Sell Scotch’s POS and operating system—including hardware, software, payments, and e-commerce—to liquor store owners in Florida. Manage inbound and outbound sales activity, educate small business owners on the platform’s value, meet sales targets, and collaborate with onboarding and support teams to ensure successful merchant transitions.
Top Skills:
E-CommerceInventory ManagementPayment ProcessingPosReportingSales Enablement Tools
Artificial Intelligence • eCommerce • Fintech • Payments • Retail • Software • Analytics
Sell Scotch’s POS and operating system, including hardware, software, payments, and e-commerce solutions, to liquor store owners. Manage inbound and outbound prospecting, conduct high-volume sales activity, explain technology value, achieve performance targets, and support merchant transitions after closing. The role requires SMB technology or beverage alcohol sales experience and must be based in Indiana or Kentucky.
Top Skills:
Back-Office SoftwareE-CommerceHardware And Software PlatformsInventory ManagementPaymentsPosReportingSales Enablement Tools
Artificial Intelligence • eCommerce • Fintech • Payments • Retail • Software • Analytics
Sell Scotch’s POS and operating system, including hardware, software, payments, and e-commerce, to liquor store owners in Oklahoma or Arkansas. Responsibilities include managing inbound and outbound sales activity, educating small business customers, meeting targets, and supporting merchant transitions after closing. The role requires SMB technology or beverage alcohol sales experience, strong communication, autonomy, and familiarity with retail liquor or BevAlc markets.
Top Skills:
E-CommerceHardware And Software PlatformsInventory ManagementPayment ProcessingPosSales Enablement Tools
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
