Account Manager

Overview

In this role you drive and expand strategic growth for DCI and Submarine markets across EMEA, building momentum around high-fiber deployments and cross-border infrastructure. You work with senior sales leadership, regional teams, and partners to convert priority opportunities into scalable growth plays. You’ll map ecosystems, manage multi-country accounts, and coordinate cross-functional efforts to meet FY27 goals. This is a high-impact, cross-region leadership role in a fast-moving telecom infrastructure space.

Responsibilities

• Develop pan-EMEA account plans for priority DCI and Submarine customers with clear objectives and measurable pipeline
• Coordinate strategic engagement across pan-European DCI accounts and extend coverage into MEA
• Identify major DCI infrastructure opportunities in utilities, energy and transport using reference cases
• Map vendors, contractors and deployment partners with regional teams to improve access and execution
• Collaborate with Private Networks to understand hyperscaler influence on DCI projects, including approvals and SLAs
• Track submarine builds, upgrades and consortium activity to strengthen visibility into hyperscale opportunities
• Promote lifecycle value across EXCHANGE, fibre characterisation, RFTM, High Speed and Submarine solutions
• Support workshops, proposals, PoCs and executive reviews with technical specialists and regional account teams
• Maintain accurate CRM updates on plans, contacts, opportunities, next steps and progress toward FY27 goals

Key requirements

• Senior sales, account management or business development experience in telecom test and measurement, fibre infrastructure, DCI, submarine networks or related technologies
• Strong understanding of the EMEA DCI ecosystem including carriers, utilities, transport and pan-regional operators
• Ability to manage large multi-country accounts and coordinate cross-border commercial execution
• Translate customer requirements into structured internal actions including technical validation, workflow, reporting and roadmap input
• Strong knowledge of fibre characterisation, high fibre count deployment, OTDR, RFTM, high-speed Ethernet, monitoring and lifecycle assurance
• Familiarity with CRM discipline, account planning, opportunity management and executive reporting
• Fluent English; additional EMEA languages advantageous

• Strategic, proactive and structured account leadership
• Relationship-building across complex multi-country organizations
• Ownership, curiosity and self-motivation
• Fibre characterisation
• High fibre count deployment
• OTDR

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