Technical Sales Specialist

Job Summary

The Technical Sales Specialist is required to be a seasoned technology sales/pre-sales professional, with a techno-commercial bent of mind. This candidate should possess a strong knowledge of the end-to-end Telecom Value chain, from a Network Equipment Manufacturing perspective as well as TSP (Telecom Service Provider) and contractor market perspective. The candidate should also possess strong knowledge in the Enterprise Test and Measurement market including Data Centre and Data Centre Interconnect verticals. The KRA of this position is to be a trusted advisor & pre-sales technical manager who can independently engage & manage the expectations of EXFO customers to address their testing & business needs EXFO’s test & measurement. Having a broad knowledge of the telecommunications network working/workflow be it Telcos/ISP/MSO will be advantageous. Candidate should be Visionary and Ambitious team player capable of working in highly competitive & challenging business environment.

What you’ll do

• Candidate should be having strong customer-oriented approach. This position requires a person who can demonstrate strong knowledge and understanding of the product line, can operate with minimal supervision, is a self-motivated person, fast learner, and is highly competent in developing business strategies for EXFO’s industry-leading Test and Measurement Solutions.
• Contribute to achieving or exceeding the regional sales and business development objectives in collaboration with all concerned.
• Support the sales team during the proposal phase of new/existing opportunities by providing pricing estimates, resource requirements, preliminary project timelines, SOW language, and acceptance test plans.
• Candidate should own pre-sales cycle, including assisting sales in closing the sale, and business development objectives along with Regional Sales Managers.
• Candidate should be technical interface/ bridge between the ANZ customers, sales team and Product management team, product experts, post-sale support, R&D etc. from headquarters.
• Developing and delivering product presentations at customers, conferences, and other venues as required.
• Develop and deliver product-based training to EXFO’s customers, internal and partner sales teams.
• Taking responsibility for effective deployment and adoption of demo equipment for field trials/ POC.
• Ensure we have a fully documented customer profile for every opportunity where a quote is made and all relevant data in the CRM is up to date.
• Provide post-implementation onsite troubleshooting assistance in support of the SE/SS team as required.
• Provide relevant customer feedback to corporate HQ: features, futures, issues, success stories, and competitive field intelligence

What we’re looking for

Technical skills

• Outstanding knowledge of Telecommunications, Enterprise and Data Centre industry ecosystem.
• Exceptional Knowledge of Fiber testing methodologies, high-speed Ethernet transmission 100G/400G & above, Optical spectrum, Fiber Monitoring and Wireless technology testing.
• Competent knowledge of reflectometry technology, ITU-T standards for transmission system testing.
• Sound knowledge of transmission technologies such as SDH, OTN, WDM, SyncE & PTP, CPRI, Fiber Channel
• Strong Knowledge in Fiber Optic Testing, PON, MPLS/IPVPN/Ethernet Technologies, DWDM
• Strong Telecom/Wireless/Wireline experience
  • Telecom carrier - fixed line and wireless knowledge
  • Good understanding of open global specifications; 3GPP, 3GPP2 and respective products
• Understanding of ANZ Telco Market + DC/Enterprise Market
• Competent knowledge and experience of network testing tools and monitoring systems
• Familiar with MS office tools, Visio project library, MS project tools.

Required aptitudes.

Customer Skills

• Experience in Customer facing role.
• Effective communication skills - oral and written, Presentation.
• Combining Technical mindset with the understanding of customer Business requirements.
• Customer advocate.
• Capable of Cross-selling products and services.

General Aptitudes

• Self-motivated with a strong team attitude.
• Ability to work in team environments and be part of the team.
• Strong planning, organizational, and prioritization skills.
• Process oriented.
• Strong work ethic and integrity.
• Operates with a high degree of professionalism.
• Effective written and verbal communicator.
• Demonstrates strong judgment and analytical skill.
• Initiative and accountability.
• Adaptable to change/flexible.
• Innovative technical problem solver and out-of-the-box thinker.
• Well organized and results oriented.

Experience Level

Pertinent experience: 7-10 years of experience selling in consultative, direct sales, and team environments.

Experience working within direct and overlay sales environments.

Language requirements: English is a prerequisite, others are advantageous.

Education:  Engineering Degree in telecommunications, electronics, or equivalent

Travel: 50%

Any other combination of experience/studies will be considered.