Distribution Channel Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Promote EXFO testing equipment across crucial EXFO market segments in partnership with the National Channel Manager and District Sales teams.

• Support trade shows, conferences, and customer demonstrations with an emphasis on technical product applications.

• Develop and implement sales training programs.

• Create MARCOM sales strategies tailored for distributors.

• Engage in field evaluations and provide training for partners on EXFO testing solutions.

• Oversee technical aspects and evaluations to facilitate product approval.

• Respond to RFPs and fulfill technical requirements.

• Prepare and manage demo materials, as well as conduct product demonstrations.

• Offer application support and continuous assistance for clients.

• Take responsibility for demo equipment and designated company assets.

• Propose solutions and provide justifications to fulfill customer needs.

• Foster field engagement with channel partners and end users.

• Maintain relationships with distribution accounts and sales teams.

• Conduct Quarterly Business Reviews with assigned distributors.

• Develop tailored promotions and marketing strategies with distributors.

• Assist distributors in customer-facing initiatives.

• Prepare and deliver technology seminars.

• Act as a technical liaison between Product Management and customers.

• Advise Product Management regarding product features and development roadmaps.

• Provide competitive intelligence on feature sets, roadmaps, and pricing.

⛳️ Requirements

• Bachelor's degree or equivalent experience in Distribution Sales of test and measurement equipment.

• A minimum of 2-3 years of experience as DCM; other relevant experience will be considered.

• In-depth knowledge of physical and optical layer technologies and applications, including OTDR, loss testing, dispersion, DWDM, PON, and FTTx.

• Extensive understanding of protocol technologies and applications, such as SDH, next-generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, and xDSL.

• Experience with GSA sales cycle and sales channel management, focusing on distribution.

• Proficient in written and spoken English.

• Willingness to travel; approximately 70% travel is required.

• Strong analytical skills.

• Good judgment.

• Detail-oriented, methodical, and highly organized.

• Highly responsible.

🏝️ Benefits

• Equal opportunity employer.

• Inclusive work environment.

• Approximately 70% travel.