Account Manager

This is a fully remote position, open to applicants in Germany, +4 more countries.

📋 Description

• Develop and implement strategic account plans for key datacenter, colocation, and neocloud accounts throughout EMEA.

• Establish direct relationships with essential stakeholders in engineering, operations, architecture, procurement, deployment, and field operations.

• Identify and explore new business opportunities related to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance.

• Collaborate with regional account managers to guarantee clear ownership, consistent customer engagement, structured follow-ups, and alignment with local market priorities.

• Assist with RFPs, technical proposals, customer workshops, demonstrations, and proof-of-concept activities in partnership with PLM and technical specialists.

• Convert customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs, and roadmap input.

• Ensure accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps, and measurable progress towards objectives.

• Provide regular updates to management regarding account performance, market trends, customer feedback, competitive activities, and regional coverage gaps.

• Represent the company at relevant industry events, customer meetings, partner workshops, and regional datacenter conferences across EMEA.

⛳️ Requirements

• Demonstrated experience in account management, sales, or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking, or related technology sectors.

• Strong knowledge of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors, and system integrators.

• Experience managing large, complex, or multi-country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes.

• Ability to comprehend and articulate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting, and monitoring.

• Experience collaborating with technical specialists, product line managers, regional sales teams, and partners to translate customer requirements into successful proposals and repeatable sales processes.

• Familiarity with CRM systems, account planning tools, opportunity management, and executive reporting.

• Bachelor’s degree in Telecommunications, Electronics Engineering, Business, Computer Science, or a related technical/commercial field; equivalent professional experience will also be accepted.

• Typically, 5+ years of experience in account management, sales, business development, or strategic customer engagement in the technology, telecom, cloud, or data center sectors.

• Fluent English is required; proficiency in additional EMEA languages is a significant advantage.

🏝️ Benefits

• Willingness and ability to travel across EMEA for customer meetings, partner workshops, trade shows, technical demonstrations, and internal alignment sessions; anticipated travel is approximately 40–50% depending on business needs.

• EXFO is an equal opportunity employer. We celebrate diversity and are dedicated to fostering an inclusive environment for all employees.