Distribution Channel Manager

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  The EXFO Distribution Channel Manager is a seasoned professional who has experience in supporting the sales efforts for high-value, IP-based, networking solutions at multiple levels within various fixed line, wireless and Enterprise/Datacenter telecommunications providers. Highly developed organizational and people skills are a must as you will be establishing and maintaining long-term relationships. The EXFO Distribution Channel Manager will be focused on selling the EXFO Portfolio.  What you’ll do  Sales Focus:  Work closely with the National Channel Manager (NCM) and EXFO District Sales teams by promoting test equipment into key EXFO market segments. Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications. Develop and deploy sales training curriculum in coordination with National Channel Manager. Develop MARCOM sales strategies for Distributors in coordination with National Channel Manager. Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. Manage technical aspects and evaluations in close coordination with sales team to ensure product approval. Respond to RFPs in close coordination with sales manager to provide 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. Taking full responsibility of the demo equipment and assigned company assets. Customer Focus:  Provide solution proposals and justification to suit customer needs. Maintain close supportive relationships with Distribution Accounts and sales teams to ensure EXFO mindshare. Perform QBR (Quarterly Business Reviews) with assigned Distributors to ensure alignment and account growth. Work with Distribution to develop customized promotions and marketing plans. Assists Distributors with customer facing activities that promote EXFO solutions. Prepare and present technology seminars to educate customers and potential customers on EXFO’s testing solutions. Product Focus:  Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships. Advise Product Management Team on product feature/road map to coordinate with upcoming field requirements. Provide competitive intelligence – feature set, road map, pricing Services Focus:  Understanding of end-user processes, in deployment and maintenance.  How a contractor steers their customer demands.  Knowledge of business rational of outsourcing deals.  Other duties may be assigned.  What we’re looking for  Technical skills  Demonstrated ability to work independently and meet goals is required.  Versed in the Fiber Optic and/or protocol technology. The candidate should have an extensive knowledge of the 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.) Versed in GSA Sales cycle and sales channel management with an emphasis on distribution. Must have  Pertinent experience:5 years’ sales experience is required, preferably in a technical capacity.  Language requirements: Fluent in English.  Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent.  Travelling:Willing and able to travel, 50-70% of the time.  Any other combination of experience/studies will be considered.