Sales Engineer

Overview

In this role you will support EXFO’s sales team by promoting testing solutions to the network service provider market. You will deliver engaging technical presentations and live software demos to executives and stakeholders, and manage trials and proofs of concept to validate our software. You’ll work closely with sales leadership to respond to RFPs and tailor demonstrations and test plans. This position combines hands-on technical advocacy with customer-focused solution design that drives adoption and value realization.

Responsibilities

• Support sales by promoting EXFO testing solutions to network service providers
• Represent at trade shows, conferences, and customer demonstrations with technical applications
• Deliver customized technical presentations and live software demonstrations
• Own and manage product trials, sandboxes, and Proof of Concept evaluations
• Troubleshoot integration questions during pre-sales and respond to RFPs with technical detail
• Prepare and maintain demo materials; provide application support and client-focused assistance
• Map customer networks, identify testing bottlenecks, and justify data ingestion requirements
• Develop test automation solutions and assist customers with scripts or applications
• Present technology seminars and advise Product Management on feature roadmaps
• Maintain key technical relationships with focus accounts and provide competitive intelligence

Key requirements

• Knowledge of fiber optic and/or protocol technology (OTDR, loss test, dispersion, DWDM, PON/FTTx; SDH, ATM, Frame Relay, Gigabit Ethernet, VoIP, xDSL)
• Strong understanding of modern software web technologies, cloud architectures (AWS, Azure, GCP), APIs, and enterprise ecosystems
• Automation and orchestration experience with network automation protocols (REST APIs)
• Data and analytics expertise with telecom data formats, protocol analysis, and high-velocity telemetry
• Ability to travel (~50%)
• Customer-oriented, action- and results-driven, good judgment, responsible and courteous
• Excellent communication and interpersonal skills
• Experience: 7+ years as Sales Engineer or in Software Sales
• Language: English (written and spoken); Spanish or French is an asset

• customer-oriented
• action- and results-driven
• good judgment
• Fiber optic and protocol technology
• OTDR, loss test, dispersion, DWDM, PON/FTTx
• SDH, next generation SDH, ATM, Frame Relay

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