EXFO
Position Summary
We’re seeking a highly motivated and dynamic Account Manager to drive new business across Co-Location Operators, Emerging Cloud Providers, and Systems Integrators supporting the datacenter ecosystem. This is a national role focused on new business development, requiring a strong understanding of the datacenter landscape, hyperscale infrastructure, and partner ecosystems.
Job Title Account Manager
Key Responsibilities
New Account Sales & Development
Identify, qualify, and close new business opportunities within the co-location and emerging cloud providers.
Develop and execute strategic account plans to penetrate emerging cloud/hyperscale customers.
Build relationships with key decision-makers and influencers across technical and business functions.
Systems Integrator Engagement
Target and develop relationships with select Systems Integrators that support hyperscale and datacenter deployments.
Market Strategy & Execution
Maintain a deep understanding of industry trends, competitive landscape, and customer needs.
Provide market feedback to internal teams to inform product development and strategic direction.
Sales Process Management
Own the full sales cycle from prospecting to solution evaluations and closure.
Maintain accurate forecasting and pipeline management using CRM tools.
Cross-Functional Collaboration
Work closely with marketing, product, and technical teams to support sales initiatives and customer success.
Represent the company at industry events, trade shows, and customer meetings.
Qualifications
5+ years of experience in B2B sales, preferably in datacenter, cloud infrastructure, or IT services.
Proven track record of new account acquisition and exceeding sales targets.
Strong understanding of hyperscale environments and the systems integrator ecosystem.
Excellent communication, negotiation, and presentation skills.
Ability to work independently in a fast-paced, national role.
Willingness to travel as needed (up to 70%).
Preferred Experience
Experience selling to hyperscale cloud providers, colocation operators, and contractors.
Familiarity with infrastructure technologies such as networking and fiber optic systems.
Existing relationships within the Co-Location, datacenter and hyperscale community.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Telecommunications
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Job Title Account Manager
Key Responsibilities
New Account Sales & Development
Identify, qualify, and close new business opportunities within the co-location and emerging cloud providers.
Develop and execute strategic account plans to penetrate emerging cloud/hyperscale customers.
Build relationships with key decision-makers and influencers across technical and business functions.
Systems Integrator Engagement
Target and develop relationships with select Systems Integrators that support hyperscale and datacenter deployments.
Market Strategy & Execution
Maintain a deep understanding of industry trends, competitive landscape, and customer needs.
Provide market feedback to internal teams to inform product development and strategic direction.
Sales Process Management
Own the full sales cycle from prospecting to solution evaluations and closure.
Maintain accurate forecasting and pipeline management using CRM tools.
Cross-Functional Collaboration
Work closely with marketing, product, and technical teams to support sales initiatives and customer success.
Represent the company at industry events, trade shows, and customer meetings.
Qualifications
5+ years of experience in B2B sales, preferably in datacenter, cloud infrastructure, or IT services.
Proven track record of new account acquisition and exceeding sales targets.
Strong understanding of hyperscale environments and the systems integrator ecosystem.
Excellent communication, negotiation, and presentation skills.
Ability to work independently in a fast-paced, national role.
Willingness to travel as needed (up to 70%).
Preferred Experience
Experience selling to hyperscale cloud providers, colocation operators, and contractors.
Familiarity with infrastructure technologies such as networking and fiber optic systems.
Existing relationships within the Co-Location, datacenter and hyperscale community.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Telecommunications
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