Distribution Channel Manager

EXFO

. Promote EXFO test equipment into key EXFO market segments in collaboration with the National Channel Manager and District Sales teams .

Posted 9/30/2026full-timeRemote • United StatesJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive knowledge of physical and optical layer technologies, including OTDR, DWDM, and FTTx, while effectively managing distribution sales and providing technical support to clients. Capable of developing sales training and marketing strategies to enhance channel partner engagement and customer satisfaction.

Highest-signal resume keywords

Distribution Sales ExperienceKnowledge of Optical Layer TechnologiesKnowledge of Protocol TechnologiesGSA Sales Cycle ExperienceTechnical Product Demonstrations

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

OTDRDWDMFTTxSDHGigabit EthernetVoice Over IPSales Channel ManagementRFP ResponseTechnical SupportSales Training Development

Soft Skills

Analytical SkillsGood JudgementDetail-OrientedOrganizedResponsible

Industry Keywords

Test EquipmentMeasurement EquipmentField EngagementChannel PartnersCustomer DemonstrationsTrade ShowsMARCOM StrategiesQuarterly Business ReviewsCompetitive IntelligenceCustomer-Facing Activities

About the role

Key responsibilities & impact

Promote EXFO test equipment into key EXFO market segments in collaboration with the National Channel Manager and District Sales teams
Support trade shows, conferences and customer demonstrations with a focus on technical product applications
Develop and deploy sales training curriculum
Develop MARCOM sales strategies for distributors
Participate in field evaluations and train partners on EXFO testing solutions
Manage technical aspects and evaluations to support product approval
Respond to RFPs and address technical requirements
Maintain and prepare demo materials and perform product demonstrations
Provide application support and ongoing support for clients
Maintain responsibility for demo equipment and assigned company assets
Provide solution proposals and justification to meet customer needs
Drive field engagement with channel partners and end users
Maintain relationships with distribution accounts and sales teams
Conduct Quarterly Business Reviews with assigned distributors
Develop customized promotions and marketing plans with distributors
Assist distributors with customer-facing activities
Prepare and present technology seminars
Provide technical interface between Product Management and customers
Advise Product Management on product features and roadmaps
Provide competitive intelligence on feature sets, roadmaps and pricing

Requirements

What you’ll need

Degree holder or equivalent experience in Distribution Sales of test and measurement equipment
Minimum of 2-3 years of experience as DCM; other relevant experience will be considered
Extensive knowledge of physical and optical layer technologies and applications, including OTDR, loss test, dispersion, DWDM, PON and FTTx
Extensive knowledge of protocol technologies and applications, including SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP and xDSL
Experience with GSA sales cycle and sales channel management, emphasizing distribution
Ability to write and speak in English
Ability to travel; approximately 70% travel required
Good analytical skills
Good judgement
Detail-oriented, methodical and organized
Highly responsible

Benefits

Comp & perks

Equal opportunity employer
Inclusive work environment
Approximately 70% travel