Partnerships Manager

9 hours ago

Québec, Quebec, Canada EXFO Full time

Role Summary
We are seeking a highly motivated and strategic leader to spearhead our partnerships strategy within the product management organization. This role will focus on identifying, developing, and managing strategic partnerships with industry players—including technology vendors, ecosystem partners, and service providers—to increase our go-to-market impact, enhance our solution offerings, accelerate innovation, and better meet evolving customer needs.

This role will require strong cross-functional collaboration with Sales, Marketing, Product & Solution Management, and R&D to ensure partnerships align with product roadmaps and go-to-market strategies.

Key Responsibilities

  • Define and execute the overall partnerships strategy in alignment with product and corporate objectives.
  • Identify, evaluate, and prioritize potential partners that can add value to our telecom test equipment portfolio and customer offerings.
  • Develop business cases, value propositions, and integration strategies for partnerships.
  • Serve as the primary point of contact and relationship owner for strategic partners.
  • Work with product teams to define joint solutions, technical integrations, and co-innovation initiatives.
  • Collaborate with sales and marketing to ensure partner-based solutions are positioned and promoted effectively.
  • Monitor partnership performance and ensure mutual value realization through KPIs and regular reviews.
  • Negotiate and manage partnership agreements with legal and executive support.
  • Stay current on industry trends and the competitive landscape to uncover new partnership opportunities.

Key Requirements

  • Bachelor's degree in Engineering, Business, or a related field; MBA or equivalent is a plus.
  • 7–10+ years of experience in product management, business development, strategic alliances, or similar roles in the networking or test equipment industry.
  • Proven track record of successfully developing and managing technology partnerships.
  • Strong understanding of telecom technologies, trends, and ecosystem players.
  • Excellent interpersonal, communication, and negotiation skills.
  • Ability to navigate complex cross-functional environments and influence without authority.
  • Strategic thinker with the ability to translate high-level goals into actionable plans.
  • Comfortable working in a dynamic, fast-paced, and innovation-driven environment.

Nice To Have

  • Experience working in or with R&D teams on joint development initiatives.
  • Background in B2B enterprise or service provider solutions.
  • Familiarity with standards bodies, open-source communities, or industry consortia.

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