{"id":839264,"url":"https://alion.io/job/exfo-sales-manager","title":"Sales Manager","company":{"id":710262,"name":"EXFO","domain":"exfo.com","url":"https://alion.io/company/exfo","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":75,"open_postings":4,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":44,"computed_at":"2026-10-12T06:55:09Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Southampton, United Kingdom","Valencia, Spain","Denmark","Sweden","Netherlands","Germany","France"],"countries":["GB","ES","DK","SE","NL","DE","FR"],"hiring_countries":["GB"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-08-14T00:00:00Z","employer_posted_date":"2026-08-14","last_verified_at":"2026-10-12T09:58:42Z","board_verified":true,"closed_at":null,"days_open":59,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":59},"description":"Job Description:\nJob Summary\nThe 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.\nKey Responsibilities\nDevelop and execute an EMEA High Speed growth plan with clear priorities by segment, region, account, channel and use case.\nMaximize market share and revenue in datacenter transceiver testing across hyperscale, neocloud and colocation accounts.\nCoordinate High Speed opportunities in strategic DCI accounts aligned with the DCI Account Manager role and regional sales teams.\nCreate stronger High Speed pull-through in Submarine by using other submarine solutions visibility to identify upsell opportunities into hyperscale and traditional telecom consortiums.\nBuild and manage strategic engagement with NEM field services teams ensuring EXFO is positioned for installation and troubleshooting use cases.\nMap EMEA contractors working for NEMs and identify approval, access, demo and enablement gaps.\nStrengthen market share with rental companies, with clear actions on availability, visibility, partner engagement and demand generation.\nReview, challenge and implement the High Speed go-to-market strategy by region, including partner performance, channel coverage, exclusivity and additional channel options where required.\nSupport customer workshops, demos, technical proposals, competitive displacement plans and proof-of-value activities with technical specialists and PLM.\nMaintain accurate CRM visibility of High Speed pipeline, opportunities, forecast, next steps, blockers and measurable progress against FY27 objectives.\nStrategic Focus Areas\nDatacenter transceiver testing in hyperscale, neocloud and colocation environments.\nHigh Speed acceleration in DCI accounts, working in coordination with pan-EMEA DCI account ownership.\nSubmarine High Speed upsell opportunities linked to hyperscale and telecom consortium visibility.\nNEM field services approval and troubleshooting use cases, including contractor ecosystem mapping.\nRental channel growth, inventory visibility, partner enablement and regional demand creation.\nRegional High Speed go-to-market strategy, partner performance review and channel expansion where required.\nRequirements\nSenior 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.\nProven 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.\nStrong understanding of datacenter, DCI, submarine, NEM, rental and channel ecosystems across EMEA.\nAbility to work with regional account managers and partners to create focus, remove blockers and convert technical use cases into revenue.\nAbility to communicate technical value propositions related to high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting and lifecycle assurance.\nFamiliarity with CRM discipline, sales execution, opportunity management, channel performance tracking and executive reporting.\nFluent English required; additional EMEA languages are an advantage.\nPreferred Experience\nExisting network of contacts across High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neoclouds or colocation providers.\nExperience building or reshaping partner go-to-market models, including channel performance review, enablement and corrective action.\nExperience supporting approvals for installation, troubleshooting or acceptance workflows in NEM, DCI or datacenter environments.\nAbility to run executive customer conversations while staying credible with technical specialists and field teams.\nSoft Skills\nCommercially driven and highly focused on market share capture.\nStrong hunter mindset with disciplined follow-up and execution.\nAbility to influence without direct authority across regions, partners and technical teams.\nExcellent communication skills, with the ability to simplify technical value propositions for different stakeholder groups.\nCollaborative, pragmatic and comfortable challenging underperforming routes to market.\nHigh level of initiative, accountability and urgency in strategic growth areas.\nTravel\nWilling 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.\nEXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.","description_format":"text","description_chars":5261,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"English","level":"Advanced (C1)","optional":false}]},"benefits":[],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Optical Communications","Test & Measurement Instruments"],"lifecycle":[{"event":"open","at":"2026-09-12T20:45:37Z"}],"visa":[{"country":"GB","licensed_sponsor":true,"evidence":"Licensed UK visa sponsor (Senior or Specialist Worker, Skilled Worker)","filings_12m":null,"filings_prev_12m":null,"green_card_filings_12m":null,"median_offered_wage_usd":null,"route":"Global Business Mobility: Senior or Specialist Worker; Skilled Worker","cap_exempt":false,"checked_at":"2026-10-10T06:21:00+00:00","sources":["UK Home Office: register of licensed sponsors (workers)"],"filings_for_role_12m":0}],"liveness":{"score":35,"band":"fade","label":"Fading","p_open":1,"p_active":0.63,"p_room":0.55,"age_days":59,"expected_fill_days":44,"reasons":["conf:3","velocity","win:tail"],"computed_at":"2026-10-12T06:55:09Z"},"pay":null,"html_url":"https://alion.io/job/exfo-sales-manager","json_url":"https://alion.io/job/exfo-sales-manager.json","meta":{"generated_at":"2026-10-12T10:47:50Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":16691,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-13T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":710262},"rest":"https://alion.io/mcp/rest/get_company?id=710262"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fexfo-sales-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fexfo-sales-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fexfo-sales-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/exfo-sales-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fexfo-sales-manager"}]}