EXFO develops smarter network test, monitoring and analytics solutions for the global communications industry.
We are trusted advisers to network operators, network equipment manufacturers and hyperscale companies!
With 1,900 employees in more than twenty-five countries, EXFO is no.
1 worldwide in fiber optic test solutions.
Our broad portfolio of intelligent hardware and software solutions enables our Customers' network transformations with fiber, 5G and advanced service assurance systems.
We are always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.
Job Overview
We are seeking a highly organized, dynamic, initiative-taking Channel Development Representative (CDR) salesperson to manage and grow our EMEA Office Based Sales (OBS) Channel business.
This individual will need to have experience in developing, implementing and driving channel-based sales across the UK.
The CDR sales focus will be to develop and enhance EXFO's relationship in key accounts through partners within the assigned territory.
A CDR is an integral part of the geographic Sales team sitting within the Office Based Sales (OBS) organization.
CDRs work closely within the Sales team supporting the business through the remote management of transactional opportunities from the Sales Channel.
A CDR's performance is measured and renumerated against a yearly sales target which is contained within (as a subset of) the Sales team's overall sales target.
CDRs are expected to have a sufficient level of technical acumen, commercial awareness and sales experience.
Responsibilities
Ensure a clearly defined commercial relationship (reseller, distributor) is in place for the Channel
Develop and maintain an understanding of the EXFO Test & Measurement product portfolio to the extent that enables a confident conversation to be initiated with a Channel contact on product functionality and value offered
Sales target management with Channel contacts through telephone calls and messaging applications (e.g., TEAMS, WhatsApp, Messenger)
Maintain accurate Account and active Sales Opportunity data in EXFO's C4C (CRM) system
Provide a monthly forecast for active sales channel opportunities being worked on and be able to show progress on a weekly basis on how sales opportunities are developing
Highlight product feature/road map requirements from the EMEA Channels to EXFO's Product Management Team
Provide competitive intelligence – feature set, road map, pricing
Job Requirements (Education, Attributes, Skills, Experience)
Studied to achieve a Bachelor's degree in telecoms related technical/engineering, business, marketing or equivalent work experience
Have a sufficient technical understanding of Optical, Transport / Datacom and RF/Mobile networks
Possess leadership qualities, have excellent communication (written, verbal English) and interpersonal skills
Able to motivate contacts for re-selling
Have knowledge of the channel partners' structure
A demonstrated ability to achieve goals
A love of sales and the exceeding of sales targets
Strong organizational and time-management skills with the ability to prioritize tasks and meet deadlines
The ability to work collaboratively with cross-functional teams to achieve company goals
The ability to work independently and as part of a team in a challenging environment
Demonstrate initiative in handling problematic situations
Any other combination of work experience and educational qualifications will be considered.