Application Engineer

Job Summary

The Application Engineer is a seasoned technology sales / pre-sales professional with a techno-commercial mindset. This candidate should possess a strong knowledge of the end-to-end value chain, from a Data Center / Enterprise and TSP (Telecom Service Provider) perspective. The KRA of this position is to be a trusted advisor and pre-sales technical manager who can independently engage and manage the expectations of EXFO customers to address their testing and business needs of EXFO’s test and measurement solutions. Having a broad knowledge of the telecommunications network workflows (Telcos / ISP / MSO) will be advantageous. Candidate should be a visionary and ambitious team player capable of working in a highly competitive and challenging business environment. This role covers activities in SEA countries including Singapore, Malaysia, Indonesia, Philippines, Thailand and Vietnam.

What You’ll Do

Candidate should have a strong customer-oriented approach.

Demonstrate strong knowledge of the product line, operate with minimal supervision, be self-motivated, fast learner, and capable of developing business strategies for EXFO’s test and measurement solutions.

Contribute to achieving or exceeding regional sales and business development objectives in collaboration with all concerned.

Support the sales team during the proposal phase by providing pricing estimates, resource requirements, preliminary project timelines, SOW language, and acceptance test plans.

Own the pre-sales cycle, including assisting sales in closing the sale and achieving business development objectives with Regional Sales Managers.

Serve as a technical interface between SEA customers, sales, Product management, product experts, post-sale support, and R&D from headquarters.

Develop and deliver product presentations at customers, conferences, and other venues as required.

Take responsibility for effective deployment and adoption of demo equipment for field trials / POC.

Maintain fully documented customer profiles for every opportunity, and keep all CRM data up to date.

Provide post-implementation onsite troubleshooting in support of the sales team as required.

Provide relevant customer feedback to corporate HQ on features, futures, issues, success stories, and competitive intelligence.

What We’re Looking For

Technical skills

Exceptional knowledge of fiber testing methodologies, high-speed transmission (100G / 400G and above), optical spectrum, fiber monitoring, and wireless technology testing.

Competent knowledge of reflectometry technology and ITU-T standards for transmission system testing.

Strong knowledge of transmission technologies such as SDH, OTN, WDM, SyncE & PTP, CPRI, Fiber Channel.

Strong knowledge in fiber optic testing, PON, MPLS / IPVPN / Ethernet technologies, DWDM.

Strong telecom / wireless / wireline experience with fixed line and wireless knowledge; familiarity with 3GPP / 3GPP2 and related products; wireless protocols : 3G, 4G / LTE, 5G.

Understanding of SEA Telco market plus DC / Enterprise market is advantageous.

Experience with network testing tools and monitoring systems; proficient in MS Office, Visio, and MS Project.

Required Aptitudes

Customer-facing experience with effective oral and written communication; ability to combine technical mindset with business requirements; strong customer advocacy and cross-selling abilities.

General Aptitudes

Self-motivated with a strong team attitude; strong planning, organizational, and prioritization skills; process-oriented; professional demeanor; strong written and verbal communication; good judgment and analytical skills; initiative and accountability; adaptable to change; innovative problem-solver; well organized and results oriented.

Experience & Education

Pertinent experience : 5+ years of experience selling in consultative, direct sales, and team environments.

Experience working within direct and overlay sales environments.

Language requirements : English reading / writing / speaking mandatory; other local languages advantageous.

Education : Degree in Telecommunications, Electronics Engineering or equivalent. Business degree assets.

Travel : 50%

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Engineering and Information Technology

Industries

Telecommunications

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