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.