EXFO Inc

Compensation

Full Description

Position Summary: We are seeking a dynamic and results-driven Account Manager to lead sales growth and revenue generation within our Cloud Services and Hyperscale Accounts portfolio. This role will be responsible for managing strategic relationships, driving solution adoption, and expanding business within assigned accounts across the Western United States. The ideal candidate will possess a strong understanding of cloud technologies, hyperscale environments, and enterprise sales strategies. You will engage with key stakeholders, deliver compelling solution demonstrations, and collaborate cross-functionally to ensure customer success and satisfaction.   Key Responsibilities: Sales & Revenue Growth Drive revenue growth through strategic account planning and execution. Identify upsell and cross-sell opportunities within existing accounts. Meet or exceed quarterly and annual sales targets. Account Management Develop and maintain strong relationships with key decision-makers and influencers. Serve as the primary point of contact for assigned accounts. Understand customer business needs and align solutions accordingly. Solution Demonstrations & Presentations Deliver tailored product and solution demonstrations to stakeholders. Articulate value propositions and ROI to technical and business audiences. Collaboration & Internal Alignment Work closely with the Global Account Manager and other internal teams including Sales Engineering, Technical Sales Support, Product & Solutions Management, and Customer Success. Provide feedback from the field to help shape product and service offerings. Travel & Territory Coverage Travel to customer sites, industry events, and internal meetings as needed. Manage territory effectively to maximize customer engagement and coverage.   Qualifications: Bachelor’s degree in Business, Technology, or related field. 5+ years of experience in enterprise account management or cloud services sales. Proven track record of meeting or exceeding sales targets. Understanding of cloud platforms (AWS, Azure, Google Cloud) and hyperscale environments. Knowledge of Datacenter Operations and Intra-DC architecture desired. Excellent communication, presentation, and negotiation skills. Ability to travel up to 70% across the Western USA and other US areas as required.   Preferred Skills: Experience selling into hyperscale or large cloud-native organizations. Familiarity with Network Technology and Fiber Optic Systems. CRM proficiency (e.g., Salesforce). Strategic thinker with a customer-first mindset.