Account Manager

Overview

As DCI Account Manager for EMEA, you will drive strategic growth across DCI and Submarine markets from the region. You’ll align with field sales, Private Networks, product lines, marketing and partners to build visibility, convert priority opportunities and scale repeatable growth plays. You’ll manage cross-border accounts, map ecosystems and advance lifecycle deployments including high fiber count and hollow core initiatives. This role offers the chance to shape regional go-to-market strategies and accelerate large infrastructure projects.

Responsibilities

• Develop pan-EMEA account plans for priority DCI and Submarine customers with clear objectives and pipeline metrics
• Coordinate engagement across key PAN European DCI accounts and extend coordination 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 ownership and execution quality
• Collaborate with Private Networks team to understand hyperscaler influence on DCI projects (approvals, timing, specs, SLAs)
• Track submarine builds and consortium activity to identify hyperscale and telecom opportunities
• Promote a lifecycle value view spanning EXCHANGE, fiber characterization, RFTM, high-speed and Submarine test solutions
• Support workshops, proposals, PoCs and executive reviews with technical specialists and regional teams
• Maintain accurate CRM visibility of plans, opportunities, next steps and progress toward FY27 growth objectives

Key requirements

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

• Strategic, proactive and structured account leadership
• Strong relationship-building across multi-country organizations
• Ownership mindset, curiosity and self-motivation
• Fiber characterization
• High fiber count deployment
• OTDR

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