Account Manager

Job Description: Reports To: Head of Private Business – EMEA

Job Summary

The Account Manager – Datacenter, Colocation & Neocloud Accounts – EMEA will be responsible for developing, managing and expanding strategic accounts across the EMEA data center ecosystem, with a focus on major datacenter operators, colocation providers, neocloud / AI infrastructure providers and selected cloud service providers. The role will complement the existing hyperscale account management structure by extending dedicated coverage into high-growth customer segments where AI infrastructure, data sovereignty, high-density fiber, DCI, lifecycle assurance and partner-led deployment models are becoming increasingly important. This position requires a strong blend of strategic account management, technical selling and ecosystem orchestration. The successful candidate will work closely with the Head of Private Business – EMEA, regional sales teams, technical specialists, product line managers, marketing, global account teams and strategic partners to build account plans, create pipeline, support major opportunities, and drive scalable revenue growth across EMEA.

Key Responsibilities

• Develop and execute strategic account plans for priority datacenter, colocation and neocloud accounts across EMEA.
• Build direct relationships with key stakeholders in engineering, operations, architecture, procurement, deployment, and field operations.
• Identify and pursue new business opportunities linked to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance.
• Coordinate with regional account managers to ensure clear ownership, consistent customer engagement, structured follow up and alignment with local market priorities.
• Support RFPs, technical proposals, customer workshops, demonstrations and proof-of-concept activities in coordination with PLM and technical specialists.
• Translate customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs and roadmap input.
• Maintain accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps and measurable progress against objectives.
• Provide regular updates to management on account performance, market trends, customer feedback, competitive activity and regional coverage gaps.
• Represent the company at relevant industry events, customer meetings, partner workshops and regional datacenter conferences across EMEA.

Strategic Focus Areas

• Priority account coverage across colocation providers, neocloud / AI infrastructure providers, datacenter operators and selected cloud service providers.
• Pan-EMEA customer engagement for accounts operating across multiple countries, requiring coordinated cross-border management and consistent commercial execution.
• Data sovereignty opportunities in Europe, the UK, the Middle East and other EMEA markets where local cloud, AI and datacenter infrastructure initiatives are accelerating.
• Lifecycle value positioning from construct and activation through operation, monitoring, reporting, compliance and ongoing assurance.
• Account playbooks, standardized messaging and repeatable engagement models for priority customers and vertical segments.

Requirements

• Proven experience in account management, sales or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking or related technology markets.
• Strong understanding of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors and system integrators.
• Experience managing large, complex or multi country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes.
• Ability to understand and communicate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting and monitoring.
• Experience working with technical specialists, product line managers, regional sales teams and partners to convert customer requirements into winning proposals and repeatable sales motions.
• Familiarity with CRM, account planning tools, opportunity management, and executive reporting.
• Bachelor’s degree in Telecommunications, Electronics Engineering, Business, Computer Science or a related technical/commercial field; equivalent professional experience will also be considered.
• Typically, 5+ years of experience in account management, sales, business development, or strategic customer engagement in the technology, telecom, cloud, or data center industry.
• Fluent English required; additional EMEA languages are a strong advantage.

Preferred Experience

• Experience selling into or supporting datacenter, hyperscale, colocation, neocloud, cloud service provider or enterprise technology accounts.
• Experience with test and measurement instrumentation, optical networking, fiber certification, OTDR, OLTS, high-speed Ethernet, DCI, RFTM, monitoring or lifecycle assurance solutions.
• Existing network of contacts across EMEA datacenter operators, colocation providers, contractors or AI infrastructure players.
• Ability to engage confidently with both technical and commercial stakeholders, from field teams and project managers to directors, regional operations leaders and senior executives.

Soft Skills

• Strong relationship-building skills and ability to create trust across complex customer
• High level of initiative, ownership and self-motivation.
• Structured, disciplined and proactive approach to account planning, follow-up and execution.
• Excellent communication skills, with the ability to simplify technical value propositions for different stakeholder groups.
• Collaborative mindset and ability to work across regions, functions and reporting lines.
• Comfortable operating in a fast-moving, evolving market with incomplete information and shifting priorities.
• Strong business acumen, curiosity and ability to identify emerging opportunities before they become mainstream.

Travel

Willing and able to travel across EMEA for customer meetings, partner workshops, trade shows, technical demonstrations and internal alignment sessions; expected travel approximately 40–50% depending on business needs.

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

EXFO develops intelligent software and hardware solutions to test, monitor and analyze the performance of telecommunications networks. Established in 1985, we are trusted advisors for fiber optic, 5G and cloud-native deployments. With operations in 25+ countries—and counting!—we serve the world’s leading mobile network operators, hyperscalers and transceiver manufacturers.

Our team welcomes new members with all kinds of skillsets and backgrounds. That’s how we accomplish our mission: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.