Regional Sales Manager

EXFO is seeking a highly dynamic, Customer driven individual reporting to the APAC Sales Director. You will execute and drive the Sales Strategies in assigned territories. The focus market will be Datacenters, Hyperscalers and Enterprise accounts throughout the South-East Asia Region.
Job Description :
KEY Focus Market : Datacenters & Hyperescalers + Enterprise
Responsible for the development and growth of EXFO business (Test & Measurement + Remote Fiber Testing and Monitoring) throughout South-East Asia Region.
Sales of assigned EXFO products and services into the defined territory and market segments.
Lead, maintain and establish the relationship with channel partners and/or customers and key accounts.
Executing Overall Region Sales and Channel Strategy for the Key Focus Market
Executing Country Marketing Plans for the Key Focus Market
Manage and grow Sales Pipeline and ownership of all sales resources and database
Maintain all sales resources and databases such that they are kept up to date and accurate.
Take the Lead and/or Provide support at trade shows, conferences, and customer demonstrations focusing on technical product applications.
Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
Manage technical aspects of lab evaluations to ensure laboratory product approval.
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.
Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
What we’re looking for
Technical skills
Exceptional Domain knowledge of Data Center, Hyperscaler Operations and Enterprise Networks in the SEA Region
Knowledge in Fiber Optic Testing, PON, MPLS/IPVPN/Ethernet Technologies, DWDM
Knowledge of Fiber testing methodologies, high-speed transmission 100G/400G & above, Optical spectrum, Fiber Monitoring, Data Center related testing methodologies and practices
Experience and familiarity with Remote Fiber Testing and Monitoring
Understanding of SEA DC/Hyperscaler/Enterprise Market will be highly advantageous
Competent knowledge and experience of network testing tools and monitoring systems
Familiar with MS office tools, Visio project library, MS project tools.
Required aptitudes:
Experience in proposing Technology solutions to Data Center, Hyperscaler and Enterprise customers
Ability to work independently, taking ownership of responsibilities
Demonstrated successful track record in working with Data Center, Hyperscaler and Enterprise customers in the SEA Region in a Sales Environment
Demonstrated ability to plan and execute a successful sales plan, whether individually or for a team, and should have met sales quota consistently over last 3 years or longer
Excellent presentation, communication, negotiation, and relationship building skills.
Proficient understanding and knowledge of SEA Data Center, Hyperscalers and Enterprise trends and technology advancements
Strong planning and organizational skills is a must
Demonstrated ability in managing complex sales processes
Familiarity with Exec and Senior Management target market customers including Data Centers, Hyperscalers, Enterprise Network Operators, System Integrators and Contractors encompassing the complete Key Focus market ecosystem.
Possess winning attitude - being Open Minded, Open Communications, Self Driven, Result Oriented and Team Player.
Minimum 8 to 10 years experience in sales development/