Sales Manager

Job Description:

Job Summary

The High Speed (100G to 1.6T) Sales Manager - EMEA will be responsible for accelerating High Speed business across the region by driving focus, ownership and go-to-market execution in the highest growth use cases. The role will maximize market share and revenue across datacenter transceiver testing, DCI, submarine, NEM field services, rental channels and partner-led routes to market. The successful candidate will work closely with EMEA sales leadership, the DCI Account Manager if applicable, regional sales teams, technical specialists, PLM, rental companies and channel partners to improve approvals, coverage, attach rates and commercial execution.

Key Responsibilities

• Develop and execute an EMEA High Speed growth plan with clear priorities by segment, region, account, channel and use case.
• Maximize market share and revenue in datacenter transceiver testing across hyperscale, neocloud and colocation accounts.
• Coordinate High Speed opportunities in strategic DCI accounts aligned with the DCI Account Manager role and regional sales teams.
• Create stronger High Speed pull-through in Submarine by using other submarine solutions visibility to identify upsell opportunities into hyperscale and traditional telecom consortiums.
• Build and manage strategic engagement with NEM field services teams ensuring EXFO is positioned for installation and troubleshooting use cases.
• Map EMEA contractors working for NEMs and identify approval, access, demo and enablement gaps.
• Strengthen market share with rental companies, with clear actions on availability, visibility, partner engagement and demand generation.
• Review, challenge and implement the High Speed go-to-market strategy by region, including partner performance, channel coverage, exclusivity and additional channel options where required.
• Support customer workshops, demos, technical proposals, competitive displacement plans and proof-of-value activities with technical specialists and PLM.
• Maintain accurate CRM visibility of High Speed pipeline, opportunities, forecast, next steps, blockers and measurable progress against FY27 objectives.

Strategic Focus Areas

• Datacenter transceiver testing in hyperscale, neocloud and colocation environments.
• High Speed acceleration in DCI accounts, working in coordination with pan-EMEA DCI account ownership.
• Submarine High Speed upsell opportunities linked to hyperscale and telecom consortium visibility.
• NEM field services approval and troubleshooting use cases, including contractor ecosystem mapping.
• Rental channel growth, inventory visibility, partner enablement and regional demand creation.
• Regional High Speed go-to-market strategy, partner performance review and channel expansion where required.

Requirements

• Senior sales, specialist sales or business development experience in High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment or related markets.
• Proven success selling High Speed solutions into demanding technical customer environments; experience from a leading test and measurement competitor or similar market player is highly relevant.
• Strong understanding of datacenter, DCI, submarine, NEM, rental and channel ecosystems across EMEA.
• Ability to work with regional account managers and partners to create focus, remove blockers and convert technical use cases into revenue.
• Ability to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting and lifecycle assurance.
• Familiarity with CRM discipline, sales execution, opportunity management, channel performance tracking and executive reporting.
• Fluent English required; additional EMEA languages are an advantage.

Preferred Experience

• Existing network of contacts across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neoclouds or colocation providers.
• Experience building or reshaping partner go-to-market models, including channel performance review, enablement and corrective action.
• Experience supporting approvals for installation, troubleshooting or acceptance workflows in NEM, DCI or datacenter environments.
• Ability to run executive customer conversations while staying credible with technical specialists and field teams.

Soft Skills

• Commercially driven and highly focused on market share capture.
• Strong hunter mindset with disciplined follow-up and execution.
• Ability to influence without direct authority across regions, partners and technical teams.
• Excellent communication skills, with the ability to simplify technical value propositions for different stakeholder groups.
• Collaborative, pragmatic and comfortable challenging underperforming routes to market.
• High level of initiative, accountability and urgency in strategic growth areas.

Travel

Willing and able to travel across EMEA for customer meetings, partner reviews, rental channel engagement, NEM workshops, technical demonstrations, trade shows and internal alignment sessions. Expected travel approximately 40-50% depending on business needs.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.