Regional Sales Manager

Overview 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. Responsibilities Responsible for the development and growth of EXFO business (Test & Measurement + Remote Fiber Testing and Monitoring) throughout the South‐East Asia Region. Sales of assigned EXFO products and services into the defined territory and market segments. Lead, maintain and establish relationships with channel partners and/or customers and key accounts. Execute overall region sales and channel strategy for the key focus market. Execute country marketing plans for the key focus market. Manage and grow sales pipeline and ownership of all sales resources and database. Maintain sales resources and databases to ensure they are 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 the best positive response to all technical requirements. Prepare and maintain demo materials, perform product demonstrations, and provide ongoing client support. Take full responsibility for 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. Qualifications 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. Proficient 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, individually or for a team, and have consistently met sales quota over the past 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. Demonstrated ability in managing complex sales processes. Familiarity with executive 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 a winning attitude – open‐minded, open communication, self‐driven, results‐oriented, and a team player. Required Experience Minimum 8 to 10 years experience in sales development,