Application Engineer

Job Summary

The Application Engineer is required to be a seasoned technology sales / pre-sales professional, with a techno-commercial bent of mind. This candidate should possess a strong knowledge of the end-to-end Telecom Value chain, both from a Network Equipment Manufacturing as well as TSP (Telecom Service Provider) perspective. The KRA of this position is to be a trusted advisor & pre-sales technical manager who can independently engage & manage the expectations of EXFO customers to address their testing & business needs EXFO’s test & measurement. Having a broad knowledge of the telecommunications network working / workflow be it Telcos / ISP / MSO will be advantageous. Candidate should be Visionary and Ambitious team player capable of working in highly competitive & challenging business environment.

What you’ll do

Candidate should be having strong customer-oriented approach, and he will be based in Bangalore, where most of the manufacturing industry customers are developing their solution.

This position requires a person who can demonstrate strong knowledge, and understanding of the product line, can operate with minimal supervision, is a self-motivated person, fast learner, and is highly competent in developing business strategies for EXFO’s industry-leading Fiber Management System product line.

Contribute to achieving or exceeding the regional sales and business development objectives in collaboration with all concerned.

Support the sales team during the proposal phase of new / existing opportunities by providing pricing estimates, resource requirements, preliminary project timelines, SOW language, and acceptance test plans.

Candidate should own pre-sales cycle, including assisting sales in closing the sale, and business development objectives along with Regional Sales Managers.

Candidate should be technical interface / bridge between the Indian MDR & Telco customers and Product management team, product experts, post-sale support, R&D etc. from headquarters.

Developing and delivering product presentations at customers, conferences, and other venues as required.

Taking responsibility for effective deployment and adoption of demo equipment for field trials / POC.

Ensure we have a fully documented customer profile for every opportunity where a quote is made and all relevant data in the CRM is up to date.

Provide post-implementation onsite troubleshooting assistance in support of the SE / SS team as required.

What we’re looking for

Technical skills

Outstanding knowledge of manufacturing industry ecosystem. Telecom customer base will be adding advantage.

Exceptional Knowledge of Photonics Integrated Circuits (PIC) testing, high end technologies of manufacturing industry like high-speed transmission 400G & above, Tunable laser, filters, trans receiver / mux-demux validation, Optical spectrum etc.

Having knowledge of reflectometry technology, ITU-T standards for transmission system testing.

Should have a fair knowledge of transmission technologies like SDH, OTN, WDM, SyncE & PTP, CPRI, Fiber Channel etc.

Good understanding of Test system components in Manufacturing & R&D ecosystem.

High degree of knowledge on automation and could develop script for 3rd party instrument integration

Familiar with MS office tools, Visio project library, MS project tools.

Required aptitudes.

Customer Skills

Experience in Customer facing role.

Effective communication skills - oral and written, Presentation.

Understands and is sensitive to customer business requirements.

Customer advocate.

Capable of Cross-selling products and services.

General Aptitudes

Self-motivated with a strong team attitude.

Ability to work in team environments and be part of the team.

Strong planning, organizational, and prioritization skills.

Process oriented.

Strong work ethic and integrity.

Operates with a high degree of professionalism.

Effective written and verbal communicator.

Demonstrates strong judgment and analytical skill.

Initiative and accountability.

Adaptable to change / flexible.

Innovative technical problem solver and out-of-the-box thinker.

Well organized and results oriented.

Experience Level

Pertinent experience : 10-12 years of experience selling in consultative, direct sales, and team environments.

Experience working within direct and overlay sales environments.

Language requirements : English is a prerequisite, others are advantageous.

Education : Engineering Degree in telecommunications, electronics, or equivalent

Travel : 50%

Any other combination of experience / studies will be considered.