Account Manager

This is a fully remote position, open to applicants in United Kingdom, +3 more countries.

📋 Description

• Develop and implement comprehensive pan-EMEA account strategies for key DCI and Submarine clients.

• Facilitate strategic engagements with prominent pan-European DCI accounts.

• Expand DCI coordination into key MEA accounts.

• Identify and pursue significant DCI infrastructure opportunities in the utilities, energy, and transport sectors.

• Collaborate with regional sales teams to map customer vendors, contractors, deployment partners, and ecosystem influencers.

• Partner with the Private Networks team on hyperscaler influence, product approvals, timelines, reporting, specifications, and SLAs.

• Monitor submarine builds, upgrades, consortiums, and ecosystem participants.

• Advocate for lifecycle value through EXCHANGE, handheld fiber characterization, RFTM, High Speed, and Submarine test solutions.

• Assist with workshops, proposals, proof-of-concept activities, and executive customer reviews.

• Ensure CRM visibility of account plans, contacts, opportunities, next steps, decision criteria, and progress towards FY27 growth goals.

• Manage pan-EMEA DCI accounts and liaise with strategic operators and infrastructure providers.

• Analyze the submarine market and create opportunities within hyperscale and telecom segments.

• Promote high fiber count lifecycle deployment, adoption of hollow core deployment, and end-to-end assurance.

• Transform regional success stories into scalable initiatives across Europe, the UK, Middle East, and Africa.

⛳️ Requirements

• Extensive experience in senior sales, account management, or business development within telecom test and measurement, fiber infrastructure, DCI, submarine networks, optical transport, or related technology sectors.

• In-depth knowledge of the EMEA DCI ecosystem, including carriers, fiber infrastructure providers, utilities, transport, energy, and pan-regional network operators.

• Proven ability to manage large multi-country accounts and coordinate cross-border commercial execution with regional sales teams.

• Capacity to translate customer requirements into structured internal actions, encompassing technical validation, workflow needs, reporting requirements, training, and roadmap contributions.

• 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 practices, account planning, opportunity management, and executive reporting.

• Fluent in English.

• Willingness and capability to travel throughout the EMEA region.

• Anticipated travel of approximately 40–50% based on business needs.

• Preferred existing network of contacts among European DCI operators, carriers, submarine consortia, contractors, utilities, or major infrastructure owners.

• Experience in selling lifecycle assurance, optical testing, monitoring, automation, or fiber deployment solutions to strategic telecom and infrastructure accounts is preferred.

• Ability to engage effectively with engineering, operations, architecture, procurement, deployment, and executive stakeholders.

• Experience in creating partner or ecosystem maps and translating them into actionable go-to-market strategies.

• Strategic, proactive, and highly organized account leadership approach.

• Strong relationship-building capabilities across complex multi-country customer organizations.

• High levels of ownership, curiosity, and self-motivation.

• Excellent communication skills with the ability to simplify technical value propositions for commercial and executive audiences.

• Collaborative mindset with the ability to work across regions, functions, and reporting lines.

• Comfort in operating within a fast-paced growth market characterized by incomplete information and evolving priorities.

🏝️ Benefits

• Equal opportunity employer.

• Inclusive environment for all employees.

• Opportunities for travel across EMEA for customer meetings, partner workshops, infrastructure project reviews, technical demonstrations, trade shows, and internal alignment sessions.