Regional Sales Manager - Data Center Interconnect (DCI)

Job Description:As Regional Sales Manager, you will be an individual contributor responsible for driving sales growth of EXFO’s High Speed Ethernet solutions across the Data Center Interconnect ecosystem supporting AI infrastructure growth and expansion.

You will work closely with Sales team members and engage service providers, fiber and transport network owners, DCI infrastructure builders, EPCs, engineering firms, contractors, system integrators, test-and-turn-up partners, and other strategic ecosystem participants responsible for designing, building, validating, and operating the networks that connect and support AI facilities.Sales Focus: Drive sales growth by promoting High Speed Ethernet testing equipment into the USA Data Center Interconnect (DCI) market.

Initiate field demonstrations to ensure customer acceptance and adoption of EXFO High Speed Ethernet solutions. Manage technical aspects of lab evaluations in coordination with Account Managers and Technical & Product specialists. Develop and manage pipeline of opportunities from current and prospective customers.

Cultivate strategic customer relationships by demonstrating the business and technical value of high-speed transmission test solutions across Data Center, Hyperscale, AI infrastructure, and Enterprise networking environments.

Engage prospective customers through strategic prospecting, referrals, networking, industry events, digital engagement, and other sales initiatives to generate qualified opportunities and expand market share.

Manage a robust sales pipeline by accurately qualifying opportunities, maintaining CRM data, prioritizing high-value prospects, developing account strategies, and advancing opportunities through the sales cycle to achieve revenue objectives and forecast accuracy.

Maintain accurate and timely sales documentation, CRM records, pipeline forecasts, proposals, contracts, and required business reports to support effective sales operations, cross-functional collaboratio