Regional Sales Manager

Job summary
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 knowlege of Data Center, Hyperscalers 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
• Understading of SEA DC/Hyperscaler/Enterprise Market will be highly advantageous
• Competent knowledge and experince 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.

Pertinent experience: 
Minimum 8 to 10 years experience in sales development/account management/channel sales in the South-East Asia Datacenters & Hyperescalers + Enterprise Market Segment.

Language requirements: 
English Both Written and Spoken

Education: 
University degree in Engineering, Telecommunications, or an appropriate field. Business degree an asset