Solutions Engineer – Adaptive Service Assurance (ASA)

As a Solutions Engineer you will be an integral part of the EXFO ASA Sales Organization and will be responsible for providing technical leadership, market intelligence and competitive analysis to enhance the Sales Organization’s ability to compete in existing and emerging markets. You will provide technical leadership throughout the whole sales process; you will provide technical pre-qualifications pertaining to EXFO’s solutions. You will serve as the product champions for all new and existing products by learning product operation, capabilities, competitors and markets, provide proactive advice regarding sales opportunities; identifying opportunities for their assigned market area to enhance business activity, and by proactively fulfilling the needs of the customer and the Sales Organization. Initial focus will be on EXFOs Mobile Assurance solution, an integral part of the ASA portfolio.

Specific responsibilities will include:

Sales Focus

• Ensure smooth product introduction to the sales force. This includes ensuring the creation of proper collateral materials, training, etc.
• Provide pre-sales technical support by creating and delivering compelling pre-sales presentations, and by developing and maintaining thorough technical, technology and in-depth product knowledge regarding relevant aspects of EXFO products in their assigned product/BU area of responsibility.
• Provide sales support by identifying product applications; and by studying and disseminating market trend information
• Provide sales support by disseminating technical information on specific applications to sales personnel and customers. By assisting and implementing customer training sessions, product evaluation support, as well as some post sale support when required.
• Assist with completion of RFPs/Tenders in close coordination with RSM/SM and internal sales support team to provide best positive response to all technical requirements.
• Explore alternative sales channels and routes to market as applicable to different product lines.
• Provide technical support presence at trade shows, conferences and seminars and other marketing events
• Explore ways of making our sales channels more productive.
• Prepare reports, as required by the management team.

Market Focus

• Maintain key relationships with focus account personnel.
• Prepare and present technology seminars and white papers to educate the market on EXFOs ASA solutions.
• Identify market trends and emerging opportunities.
• Continuously support in the education of the sales force and partners with respect to new market opportunities, market trends, as well as the continuing evolution of EXFO’s product line.
• Assist Marketing Communications with targeted advertising.

Product Focus

• Provide technical interface between PLM and customers by developing and maintaining key technical relationships at focus accounts.
• Advise PLM on product feature/road map to coordinate with upcoming market requirements.
• Assess potentially new and existing applications of EXFO ASA solutions to meet customer needs; and ensure sales and sales management are kept current regarding product application options.
• Provide competitive intelligence – feature set, road map, pricing.
• Act as an extension of the product marketing team, by providing customer, product, market, competitive data, as well as assisting with technical documentation for example Author/Co-Author application notes and white papers to increase product visibility and acceptance.
• Assist PLM during Portfolio and Strategic Planning sessions.

This list is not exhaustive in nature and additional duties may be assigned as needed.

Desired Skills and Experience

TECHNICAL REQUIREMENTS

• Experience in consultative selling to Communication Service Providers (CSPs).
• Excellent knowledge of Mobile Networking and Service Assurance Solutions / Operational Support Systems (OSS).
• Solid experience in 2G, 3G, 4G/VoLTE, 5G (SA&NSA) network design.
• Ideally versed in wireless, network core and access technologies.
• Possess an understanding of AI and ML techniques and how these can be applied within a Service Assurance environment and drive Communications Service Provider initiatives around automation e.g. Closed Loop Assurance and Dark NOC.
• The candidate should be aware of the business value of testing methodologies and the associated customer methods and procedures.
• Detailed knowledge of Mobile Network architectures, standards (3GPP), and mobile network equipment vendors' offers.
• A good understanding of Cloud Native Computing and associated technologies is beneficial

COMPETENCIES REQUIREMENTS

• Exceptional oral and written communication skills
• Self-starter and able to communicate and interact with people at all levels
• Autonomous and well organized
• Possess drive, motivation and acute attention to detail ensuring all sales opportunities are captured and explored
• Highly self-motivated and results-oriented
• Team oriented - ability to motivate and work well with diverse, cross-functional teams.

ACADEMIC AND PROFESSIONAL REQUIREMENTS

Education: Minimum of a Bachelor's degree in Electrical Engineering, Electronics, Computer Science, or other related technical major.

Pertinent experience: At least 5 years of technical applications / sales experience.

Language requirements: Ability to write and speak both German and English fluently. Other languages would be beneficial.

Travelling: Willing and able to travel extensively, 50% of the time.