Regional Sales Manager - Middle East at EXFO

Job Description

Regional Sales Manager – Service Assurance Solutions – Middle East/UAE
SUMMARY DESCRIPTION

Based in the UAE region, you will be responsible for the creation and execution of sales strategies in across UAE region.

More specifically, your duties will consist of the following tasks:

• Providing the primary client interface in all Service Assurance opportunities in your territory
• This activity will be led by direct sales activity, in collaboration with internal EXFO partners (FA managers, business development managers and other Regional Sales Managers across the territory) and with selected external sales partners
• Devise and execute appropriate product positioning and value proposition strategy for our target clients
• Providing this sales lead for the complete suite of Service Assurance solutions – NGN, voice, data, video, mobile
• Taking primary opportunity ownership and leadership, mobilizing the win-team and Solution Engineers for PoC and trials, as appropriate
• Ensuring an efficient and comprehensive hand over to post-sales support team, keeping a sharp control on overall client satisfaction and building a foundation for repeat service revenues and further system expansion
• Assisting the Director of Sales in programs to sensitise and train non expert sales (internal and partners) to be able to effectively identify and engage new opportunities in region
• Continual update and maintenance of CRM system for pipeline and forecast management as well as marcom activity in region
• Contribute to overall FA planning
• Contribute continually to product feedback and future portfolio process

You will also be required to perform any other task related to this position.
Skills

 Strong sales management track record in Service Assurance or similar field, experience of wirless network topography an dneed would be advantageous
 Strong CxO interfacing skills
 Versed in the Service Assurance solutions and executive suite selling. Knowledge of Miller Heiman processes a definite asset.
 Outstanding relationships and knowledge of the network service providers market
 Channel management capabilities
 Experience in database management (CRM) as used in sales activities
OTHER REQUIRED CHARACTERISTICS

 Extremely customer-oriented
 Outstanding organizational skills, demonstrated team player
 Excellent communication and interpersonal skills
 Enthusiastic and self-motivated
 Self starter and able to interact with people at all levels
 Autonomous, well organized, and results-oriented
 Possess leadership qualities and exceptional interpersonal and communication skills
ACADEMIC AND PROFESSIONAL REQUIREMENTS

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

Pertinent experience: At least 5 years experience in direct and indirect sales of Service Assurance and/or OSS and/or Telecom Testing fields.

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