Account Manager - NEMs
EXFO - Dallas, TX

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EXFO is looking for a dynamic self-motivated individual that is capable of taking a strategic approach to selling into key, high profile accounts. This individual will need to have experience in developing and implementing key account sales plans for their region of responsible while integrating that strategy into the overall key accounts sales plan. Candidate should have experience with and possess the skill sets required to sell to management and director levels with large NEM accounts.

Essential duties and responsibilities include the following. Other duties may be assigned.

Sales Focus

Responsible for developing the sales growth of Wireless manufacturers for the US Territory, based in Dallas, Texas, which includes working with a National EXFO Sales Team by promoting testing equipment into our NEM’s accounts.

Sales of EXFO Wireless BU products and services into the defined territoryParticipate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.

Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships.

Manage the pipeline of opportunities from current and prospective customers to ensure that sales goal can be met. This includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.

Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.

Maintain all sales resources and databases such that they are kept up to date and accurate.

Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products.

Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.

Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.

Duties will also 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 focus accounts to ensure smooth acceptance of products.

Perform customer training when appropriate to ensure smooth acceptance of products.

Provide customized test plans and job aids to ensure smooth acceptance of products.

Assist in preparation and presentation of 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 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.


Wireless/Mobility technologies including GERAN, UTRAN, LTE & IMS and related protocols as well as associated test and monitoring methodologies. – Required.

User-Plane applications testing and monitoring methodologies as they relate to mobile applications

Experience selling Linux based simulation and Traffic generation solutions for UMTS, LTE, and IMS network element testing (Landslide, IxCatapult, G35, Spectra II, etc)

Experience selling Linux and Windows based Surveillance and monitoring solutions for GSM/GPRS, UMTS, FEMTO, and LTE passive analysis (K18, SART, GeoProbe, acceSS7, etc)

Demonstrated understanding of Windows and Linux environments and basic networking concepts

Demonstrated understanding of layer 7 protocols for wireless networks

Demonstrated understanding of network elements in fixed and mobile communications networks (name, function, associated interfaces, etc)


Versed in Wireless Test & Measurement (Analysis/ Simulator)

Self Starter and able to communicate and interact with people at all levels

Autonomous, well organized, and results-oriented.

Possess leadership qualities and good interpersonal and communications skills

Knowledge of the client and the client’s structure


Degree in Telecommunications, Engineering, or equivalent

Pertinent experience:
Minimum (5) years experience selling Telecommunication test equipment

Language requirements:
English written and verbal.


EXFO is an equal-opportunity employer.

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