Technical Sales Specialist

Job Description:

Technical Sales Specialist – EXFO RFTM (DACH Region)

Role Purpose

The Technical Sales Specialist for EXFO Remote Fiber Test and Monitoring (RFTM) will support the growth and adoption of RFTM solutions in the DACH market by providing deep technical expertise, hands-on solution validation, customer demonstrations, and Proof of Concept (PoC) execution throughout the customer engagement lifecycle.

The role will be responsible for preparing, installing, configuring, and validating RFTM solutions in customer environments, including OTDR-based fiber monitoring setups, software platforms, and system integrations.

The role will also support customers operating mission-critical Data Centre environments, ensuring RFTM solutions are effectively positioned within Data Centre interconnect (DCI), campus, colocation, and hyperscale infrastructure. The specialist will leverage knowledge of Data Centre fibre architectures, structured cabling systems, and operational practices to support monitoring, fault detection, troubleshooting, and service assurance initiatives.

Based in Germany, this role will support customer activities across Germany, Austria, and Switzerland, with the flexibility to support other regions remotely when required.

The position will work closely with Solution Sales, Technical/Pre-sales teams, Product Management, Engineering, and customers to design, validate, demonstrate, and successfully deploy EXFO RFTM solutions.

Key Responsibilities

Customer Technical Engagement

• Support Solution Sales activities through technical discovery, solution positioning, and customer workshops.

• Engage with customers to understand network architecture, operational challenges, and monitoring requirements.

• Engage with Data Centre operators, colocation providers, cloud providers, and enterprise customers to understand fibre monitoring and operational requirements within Data Centre environments.

• Present EXFO RFTM solution capabilities, including system architecture, workflows, use cases, and technical benefits.

• Act as a technical advisor during customer evaluations and solution adoption phases.

Product Demonstrations & Proof of Concepts (PoCs)

• Prepare and deliver customer-specific RFTM demonstrations.

• Plan and execute technical Proof of Concepts, including configuration, testing, troubleshooting, and validation.

• Support customers during technical evaluation processes and acceptance criteria definition.

• Document PoC results and provide technical recommendations.

Software Integration & Technical Solution Design

• Support discussions related to OSS/BSS, NMS, and operational workflow integrations.

• Understand and demonstrate API-based integrations, data exchange, and automation possibilities.

• Collaborate with customer technical teams to define integration approaches.

• Support solution design activities, technical documentation, and RFP/RFI responses.

Required Skills & Experience

Technical Background

• Strong background in telecommunications networks and technologies.

• Experience with fiber optic networks, FTTx/GPON, Fiber testing (OTDR) and monitoring

• Knowledge of Data Centre architectures, including colocation, enterprise, cloud, and hyperscale environments.

• Understanding of OSS/BSS environments and network management systems.

• Knowledge of software platforms, APIs, REST interfaces, and system integration concepts.

• Ability to troubleshoot and analyze complex technical environments.

• Expertise in reflectometer (OTDR) , fibre characterization and fibre optics related test applications

• In-depth knowledge of fibre optic transmission systems and various P2P/P2MP topologies

Customer-Facing Experience

• Previous experience in technical pre-sales, solution consulting, customer engineering, or similar roles.

• Strong presentation and communication skills with the ability to explain complex technical concepts clearly.

• Experience working with telecom operators, service providers, or network infrastructure customers is preferred.

Language & Location Requirements

• Fluent German language skills are mandatory for customer communication in the DACH region.

• Business professional English skills required for internal collaboration and global customer activities.

• Based in Germany with willingness to travel for customer meetings, workshops, and PoCs.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.