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Job Description
Job Summary
The DCI Account Manager - EMEA will be responsible for developing, coordinating, and expanding strategic growth across the EMEA DCI and Submarine markets. The role will create dedicated focus around high fiber count lifecycle deployments, hollow core adoption, submarine deployments, and large cross-border infrastructure projects. The successful candidate will work closely with the EMEA Field Sales VP, regional sales teams, the Private Networks team, technical specialists, product line managers, marketing, and strategic partners to build market visibility, convert priority opportunities, and scale repeatable growth plays across EMEA.
Key Responsibilities
- Develop and execute pan-EMEA account plans for priority DCI and Submarine customers, with clear objectives, stakeholder maps, opportunity plans, and measurable pipeline outcomes.
- Coordinate strategic engagement across key PAN European DCI accounts.
- Extend DCI coordination into MEA priority accounts.
- Identify and pursue major DCI infrastructure opportunities in utilities, energy, and transport, using successful reference cases.
- Map customer vendors, contractors, deployment partners, and broader ecosystem influencers with regional sales teams to improve ownership, access, and execution quality.
- Work closely with the Private Networks team to understand hyperscaler influence on DCI projects, including product approvals, timing, report formats, specifications, and SLAs.
- Track key submarine builds, upgrades, consortiums, and ecosystem participants to create stronger visibility into hyperscale and telecom consortium opportunities.
- Promote a lifecycle value view that combines EXCHANGE, handheld fiber characterization, RFTM, High Speed, and Submarine test solutions.
- Support workshops, proposals, proof-of-concept activities, and executive customer reviews in coordination with technical specialists, PLM, and regional account teams.
- Maintain accurate CRM visibility of account plans, contacts, opportunities, next steps, decision criteria, and progress against FY27 growth objectives.
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Strategic Focus Areas
- Pan-EMEA DCI account ownership and regional coordination across strategic operators and infrastructure providers.
- Submarine market mapping, consortium visibility, and opportunity creation across hyperscale and telecom segments.
- High fiber count lifecycle deployment, hollow core deployment adoption, and end-to-end assurance positioning.
- Ecosystem mapping of contractors, customer vendors, field deployment partners, and decision influencers.
- Conversion of regional success cases into scalable plays across Europe, the UK, Middle East, and Africa.
Requirements
- Senior sales, account management, or business development experience in telecom test and measurement, fiber infrastructure, DCI, submarine networks, optical transport, or related technology markets.
- Strong understanding of the EMEA DCI ecosystem, including carriers, fiber infrastructure providers, utilities, transport, energy, and pan-regional network operators.
- Ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams.
- Comfortable translating customer requirements into structured internal actions including technical validation, workflow needs, reporting requirements, training, and roadmap input.
- Strong working knowledge of fiber characterization, high fiber count deployment, OTDR, RFTM, high-speed Ethernet, monitoring, lifecycle assurance, and DCI use cases.
- Familiarity with CRM discipline, account planning, opportunity management, and executive reporting.
- Fluent English required; additional EMEA languages are an advantage.
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Preferred Experience
- Existing network of contacts across European DCI operators, carriers, submarine consortia, contractors, utilities, or major infrastructure owners.
- Experience selling lifecycle assurance, optical testing, monitoring, automation, or fiber deployment solutions into strategic telecom and infrastructure accounts.
- Ability to engage confidently with engineering, operations, architecture, procurement, deployment, and executive stakeholders.
- Experience creating partner or ecosystem maps and converting them into practical go-to-market actions.
Soft Skills
- Strategic, proactive, and highly structured account leadership style.
- Strong relationship-building skills across complex multi-country customer organizations.
- High level of ownership, curiosity, and self-motivation.
- Excellent communication skills, with the ability to simplify technical value propositions for commercial and executive audiences.
- Collaborative mindset and ability to work across regions, functions, and reporting lines.
- Comfortable operating in a fast-moving growth market with incomplete information and shifting priorities.
Travel
Willing and able to travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, 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.
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